Retail Tips – Presenting and Demonstrating Your Products
Sales is a stream of business, which may be safely defined as the spine and the nervous system. The entire life and sustenance of a business depends on the sales situations that the venture experiences, if the sales are high, the business may pull it through and grow, but if it fails, the entire venture […]
Are You Asking the Right Questions?
Want key customer insights that will facilitate valued solutions and dramatic results? Maybe all you need to do is ask… The Exploratory Process is critical to finding the area of opportunity with new and existing customers. Often, the absence of strategic questioning undermines effective diagnostics and, as a result, the development of exceptional solutions. In […]
Importance of Negotiation Skills!
Negotiation skills is a scary subject to most people. I have met managers from various industries across India and the middle East and few if any believe that they have negotiation skills. I’ve had some who say that they just hate it, and some who think its ungentlemanly to negotiate. Often there is one person in the office who is […]
What Needs to Change?
We are just three weeks away from a new year. By now you know whether your 2014 performance was stellar or not. At this point your focus should be on the future – 2015 and beyond. It’s likely you already have your sales objective for next year. After all, we wouldn’t dream of starting a […]
Storytelling: Proof of Its Power
In the past, the Mentor has extolled the virtues of storytelling (Storytelling is a Powerful Sales Tool, MFTM, March 2014). In his recent HBR.org article, Why Your Brain Loves Storytelling, Paul Zak shares the science behind the art of storytelling, and it is fascinating insight. The entire article is worth reading, but here are the […]
3 Barriers to Successful Negotiations
Negotiating is among the most feared and stress-inducing functions for a sales professional, and also among the most important. If you struggle with negotiations, there may be bad habits undermining your success in this role: Viewing negotiations as a battle – Negotiations should be about finding solutions and adding value for all parties, not about […]
Tip #10 – Closing
It is critical to understand that all customers (and people) are not the same. Responding to their unique needs, values and motivations will allow you to create a strategic advantage. ORIENTATION: Security Avoids risks and controversy Operates methodically Acts deliberately Solicits others’ opinions Documents everything Is precise and detailed DEALING WITH THIS BUYER: Respond quickly […]
Tip #9 – Putting It In Writing
You’re doing great on the quest to achieve Preferred Position. You’ve utilized the techniques introduced in the DPS workshop, including: Exploratory Process – GAP Presentation Process – Diamond JADIK Matrix – Positioning for a Long Term Business Relationship You’ve closed, but the customer is saying, “We like what we see. We’ll get back to you […]
Tip #8 – Assume the Responsibility
As you improve your sales skills, your relationship with the customer will continue to grow, becoming both rewarding and productive. Why? Because you are utilizing the Exploratory and Presentation Processes in a balanced manner. JADIK Matrix: Expand the Common Ground with Sensitivity and Balance You need to increase Common Ground in order to secure Preferred […]
Tip #7 – Make the Customer Part of the Solution
You’ve found an Area of Opportunity or “GAP” via skillful use of the Exploratory Process. Now it is time to move on to another Positional Selling® Strategy, which is “Make the Customer Part of the Solution.” Make sure to include the customer’s ideas, needs, and his/her contributions in this process. What are these contributions? A […]