How to Survive the Recession: Sell like Mad and keep your Market Share Thursday, Nov 6 2008 

MAINTAIN YOUR MARKET SHARE:

Sell. Sell. Sell.

And

Sell. Sell. Sell.

And 

Sell. Sell. Sell.

 

Sell more products, cover more market, Offer more product range, Offer value added services, Offer economical options, offer packages, offer low cost, offer gaurantees, offer combos, offer free stuff, etc.,

Sell. Sell. Sell.

Increaes your market penetration.

Maintain Relationship with Old Clients. Really serve them. Exceed their expectations.

Increase your market coverage and your customer relaitonship.

Talk to the customers. Listen to them. Do not listen to what you want. Listen to what they want.

Time to make everyone pull their weight and shoulder the responsibilities. 

All hands on deck.

 

MANAGEMENT INNOVATIONS

managementinnovations2020@gmail.com;   manojonkar@gmail.com; 919375970812

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SPIN SELLING Thursday, Nov 6 2008 

Spin Selling by Huthwaite UK is one of the highly researched sales models.

Neil Rackham also has published books on SPIN SELLING including Handbook of field Sales.

We can support companies in converting all their marketing and selling in alignment with the principles of the SPIN selling models.

The Presales, the Appointment Process, the Understanding Client Needs, the Expansion of the Client Needs and Problems, the Science of Proposing a Solution, the Negotiation and the Sales Closing Techniques as well as the Post Order Process can be made all in alignment with the principles of SPIN SELLING system.

SALES TRAININGS – GUIDELINES Thursday, Nov 6 2008 

What kind of topics are required to be covered in the sales trainings?

How long is the Sales training supposed to be?

What is the required frequency of the Sales training ?

First things first.

* Do the Sales Team have the basic communication skills, if not, deal with that immediately or find repalcements.

* Train them into the following things:

  1. The Products and Services offered by the Company.
  2. How are the Products Manufactured and the Services Delivered.
  3. All Sales People should know a little about each department and how it works and what is its role and what are their strengths.
  4. Sales Team should know the complete history of the company, its past products, services, markets covered, key customers, successes, accomplishments, awards, testimonials etc.,
  5. Sales team should be fully exposed to how the customers use the products and services and how the customers are benefited by the use of your products and services.
  6. The detailed understanding of the customer, customers business, customer’s challenges and opportunities, customer’s industry, SWOT and TOWS of the customer and their industry etc., can make a sales person graduate to being a sales consultant.
  7. Knowing about the company’s past clients, past projects, portfolio, industry presence, key accomplishments, recognition, collaborations etc., will help the sales person represent the company in a more effective way.