SALES TRAINING IN INDIA
Performing organizations in India are now gearing up to a new financial year. Since sales drive most of an organizations income, companies are more focused on setting new sales goals for 2012-13. It’s time for conferences and corporate retreats. Sales champions, mangers and top executives get together, discuss and celebrate success at exotic locations making learning fun.
The question is; what’s new in sales and motivation? And what is there to talk about?
The sales paradigms are changing. Business model is evolving. There is a huge shift in consumer awareness, recognition pattern and the decision making chain. The whole landscape of sales is emerging with new marketing trends.
The major concerns are: how to develop new competitive advantages, new customer acquisition strategies, lead generation, lead conversion, client fulfillment, market expansion, increasing the life time value of customers etc.
But strategies and think tanks don’t get to work without sufficient motivation. It is for this very reason companies hire motivational speakers to address specific issues during conferences. The advantage of hiring a professional speaker is that, new perspective are discussed and messages are delivered in an inspirational way.
Sales and motivation goes hand in hand. Without a great attitude, it is almost impossible to succeed in the world of sales. Without motivation, there is no drive to succeed and no tenacity to overcome any challenges. Selling is a challenging profession. Sales champions have to go through rejections after rejections to meet their quota. Indeed selling is a numbers game. Watch the following video.
Three must rules for sales success
1. Work on ‘the law of averages.’ Selling is a number’s game. The more No you get, the more YES you get. Remember every No takes you closer to a YES. Perseverance is the key to winning in sales. Sales champions have a winning mindset. They understand rejections differently from the rest of the sales mediocre. Champions know that ‘rejections are the key to more closing in sales’. It is true. The key is this: increase your rejection ratio and you can increase the acceptance ratio.
2. Fear of loss
When you allow a customer to experience your product or service, you are encouraging the customer to experience ‘a sense of ownership’ with your offer. But if you allow the customer to feel that sense of ownership for long, they will soon get disinterested in your product or service. You see, familiarity breeds contempt. The strategy is simple. You let the customer experience ownership for a short time and then you give them ‘the fear of loss’. Fear of loss is a psychological feeling that you convey to the customer. When something is withdrawn from your enjoyment you will naturally feel bad and experience a sense of loss. A disturbed prospect will buy. You job as a sales champion is to restore the ‘motivated state’ in a customer, making them feel that the only way to gratification now is to acquire what you are offering at the moment. Fear of loss works in most cases. This equips the customer to make up his/her mind faster and avoid the delay in decisions.
3. The reverse psychology
People don’t like pushy sales people trying to convince with their typical sales talk. You don’t sell, instead you help a customer buy. That is the ‘pull’ approach. You let the customer get attracted to your predicament and expertise. Customers see you as a consultant than a sales person. As a consultant your job is to provide valuable information about your product and services. That is an educative process in sales. Customers love to buy from experts who how what they are dealing with. When you act as a consultant giving your prospect valuable information about what you offer and why should they consider your offer, you are working on your customers favor. You build relationship with your prospect, because you are a free consultant who helps a customer choose from various offerings. When you build relationship with a prospect, the prospect will in turn become your customer. The old paradigm is to ‘make a customer and them a friend’. The new paradigm is ‘make a new friend and then a customer for life.’