Monday, September 16, 2019

How to Step Up your Sales- 3 P's of Sales Process

A sales process is the set of steps your sales team follows when moving a prospective buyer through the funnel from the early stage of contact with that prospect to a closed sale and often continues long after the sale is finalized.

The ideal sales process serves as a template that enables and demands customization. While that might seem like an oxymoron, it isn’t. A well-designed sales process will make it easy to choose where and how you personalize your approach, build customized selling into every step of the journey, and for every individual prospect.
"Simply put, it is a potential customer’s journey from realizing they have a need or want for a product to making an actual purchase. A comprehensive sales process encompasses all major customer interactions from preparation to selling to nurturing. And since the sales process is a journey for a prospect, it is a road map for a sales team."
Even though your sales process should be customized to the requirements of the product and the sales person as a solution, these are general steps are recommended for building an effective sales process. Considering the wide range of understanding of the sales team with the framework of the sales process, it might be shorter or include some variation in the inputs mentioned below.

Typically, a sales process consists of 3 Main Stages; Pre, Actual & Post.

1. Preparation

2. Presentation

3. Post Action

3 P's Of Sale Process by The Sicth Element


Product Knowledge: This step is fairly straight forward, but it is also the great undoing of many a technical expert turned sales person. When one is extremely well versed in a particular product especially a technical one, it is easy to get caught up in a monologue of all the great features it provides.

Product Knowledge
The technical expert turned sales person is so eager to explain how the product works or why it’s unique that the benefits to the customer are left out of the discussion. Never assume that a prospect will easily link a feature to a benefit. That relationship must be stated clearly (something done in the presentation step 4, after the needs assessment step 5). The acquiring of product knowledge for a “technician” therefore, is less about the features of the product itself, and more about how the customer will benefit from those features. When discussing product, the technicians mantra should be; “So what?” Consider those two words to be what the prospect thinks every time a feature is mentioned, and re-learn your product from that perspective.

Effective Sales Prospecting is considered as one the first processes of the sales cycle and is the bread and butter of an organisation. Because if you want your business to reach newer heights, you need to capture more prospects – every single day.  Prospecting is one of the key stages of the sales process and simply involves reaching out to potential customers.

"There’s one more fact you need to acknowledge about prospecting – leads won’t just fall into your lap. You’ve got to take action for something to happen."


Unfortunately, most sales persons and their guides use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of well-qualified leads (and make them more partial to prospecting). Just like every other aspect of the sales process, you need to put in the effort and focus required. This is the only way to prospect efficiently so that you don’t waste your time on unqualified leads that aren't suited for your product or service. You have to schedule everything perfectly and keep track of your progress and failures.


Setting up a product demonstration/ presentation gives you the chance to show off your solution. Whether it’s an in-person meeting or you’re using a video conferencing platform, research and preparation is key to delivering a result oriented presentation.

What are the main factors of delivering an effective product demonstration/ presentation? Quality product knowledge, a well-structured text, good visuals, and great communication skills to name a few. According to some studies, using humor, sitting/standing close to the audience, or speaking off script may increase the attention level of the audience.

The more you can personalize the presentation to fit the prospect’s immediate needs or wants the better you’ll be able to sell them on the benefits and features of your product. Frame the product as a solution to a problem facing the prospect or their business – and help them understand what they’ll miss out on if they don’t buy.

However, there are more tricks and details in the presentation making process which can make fair presentation in to a great presentation.

Remember: The 2 main reasons a customer buys are- Benefits & Fear of Loss


Post presentation action involves closing the, actual paying up by the customer, customer service and customer relations.


Closing a sale is a term which refers to the process of making a sale. Closing is the final step of a transaction. In sales, it is used more generally to mean achievement of the desired outcome, which may be an exchange of money or acquiring an approval or a signature. In Sales you often need to think of prospect not as a stranger, but rather as a prospective customer who already wants or needs your offering. Such prospects need only be "closed".

Customer Service:

Customer service is a process of ensuring customer satisfaction with the product or service that you offer. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other ways. A satisfied customer is the best strategy of all to grow your business. By doing so, knowingly or unknowingly you have just appointed a brand ambassador for your self.

Customer Relations:

Customer relations for sales persons is the key to sales growth. It involves establishing a relationship with the customer and sustaining it by practices and strategies to maintain a your interaction with current and potential customers. You study data, buying behavior and analyse the customers' history in turn to improve business relationships with your customers, specifically focusing on customer retention, product or service repurchase, referrals that ultimately drives sales growth.

Tuesday, September 3, 2019

GANESHA Speaks- 8 Lessons for Managers

Ganesha Speaks- 8 Lessons for Managers

Lord Ganesha symbolizes the victors that are vital to excelling in professional as well as personal life. While in our own lives we often resort to Lord Ganesha for guidance and offer him prayers, even in our professional lives, in the corporate world, this revered hindu deity has a unique role to play.
Stories from Ganesha’s life teach us and guide us  through our professional as well as personal life. Let’s  read a few that can enlighten us.                          

Story of Ganesha’s Creation

Shiva’s Anger
Ma Parvati asked Lord Ganesha to guard the entrance while she takes a bath. Lord Shiva returned home at the same time but was restricted from entering the house. Due to this Ganesha lost his head to Shiva’s divine fury yet neither did he break the trust of his mother nor breach his duty. When Parvati learnt of this, she was enraged and decided to destroy the world. She was stopped by Shiva who realized his mistake and gave Ganesha a new head of an elephant and the status of being foremost among the gods.

Learning: Anger shall lead to repentance.

All of us are in such a hurry to prove that that we are always right, that we use our might before actually analyzing the true situation. In most cases, anger leads to disappointments rather than quicker success. Being calm and level headed are the stepping stones to corporate success.

The Story of Kartikeya and Ganesha

Ganesha Wins the Race

Lord Shiva and Goddess Parvati, thought of getting Ganesha and his brother Lord Kartikeya (also known as Subramanya and Murugan) married and gave them a challenge that whosoever travels around Mother Earth and returns home first will be the first one to get married. Listening to this, Lord Kartikeya immediately boarded his peacock and embarked on his venture.
On the other hand, the pot-bellied, elephant-headed Lord Ganesha, though over a devised a smarter plan. He rode on his rat and circulated his parents seven times, paid obeisance to them seven times and worshiped them with complete devotion. And then it is said that he explained to Lord Shiva and Ma Parvati that his parents are his world and one who devotes himself to his parents, it is equivalent to going round the world.

Learning: Think and Act, Utilize your Resources

In this tough and competitive world, one has to smart and intelligent enough to be able to solve problems. Utilize available resources to make the best out of the worst. Intelligence goes a long way rather than expressing physical strength.

The Ganesha and Kubera story

Ganesha Eating
Kubera, God of Wealth, was quit proud of the fact that he was the richest God. One day, he held a lavish dinner and invited many popular guests, among them were Lord Shiva and Ma Parvati. As the Divine couple could not attend the dinner, they sent their son, Ganesha who was a small child.
Ganesha began to devour all the food and soon there was no food available in the venue.He then began to eat all the vessels, dishes, furniture and other things at Alakapuri, Kubera’s city.
Ganesha then proceeded to swallow the host of the dinner and the terrified Kubera ran to Lord Shiva’s abode and sought his help. Lord Shiva handed a cup of roasted cereals to Ganesha and his hunger for food ceased immediately. Lord Kubera realized his mistake and sought forgiveness for his pride from Lord Shiva.

Learning: Pride Comes Before the Fall

Do not be proud of what you possess. Instead, concentrate on how you can make use of your possession for good things. Confidence is silent and insecurities are loud. Humility is a very endearing quality which is becoming hard to find. No one appreciates people who keep boasting about their achievements. Humbleness can help you build genuine and richer relationships with people you work with.

Lord Shiva and Ganesha

Shiva and Ganesha
When Lord Ganesha was born, Lord Shiva made a rule that Lord Ganesha must be worshiped first to ensure success in any endeavor.However, Lord Shiva forgot about his own rule and left for a war with the demons in Tripura. He did not worship Lord Ganesha before doing so!While he was on his way in his carriage, the wheel peg got damaged.It was only then Lord Shiva remembered that he forgot to offer prayers to Lord Ganesh before departing for the war.He offered his prayers to Ganesha and proceeded to the battle ground. Lord Shiva won the war!

Learning: Follow the Rules

Being a leader you must lead by example. there can never be separate rules for two different classes. You must follow certain rules, even if you feel you are exempt from doing so.

Ganesha and His Mouse

Ganesha and His Mouse
In the court of Lord Indra, there was a musician named Krauncha. One day, Krauncha accidentally stepped on the foot of Vamadeva, who cursed Krauncha to become a mouse. However, Krauncha grew multiple times his size and started destroying everything that came his way. To teach Krauncha a lesson, Lord Ganesha mounted him. The mouse could not bear the weight of Lord Ganesha and pleaded him to become light-weight. Since then Lord Ganesha is using the mouse as his vehicle.

Learning: Humility and Modesty are Virtues one should possess.

Try not to become too big for your boots, as circumstances might force you to eat the humble pie. Modesty coupled with humility avoids unnecessary conflicts and ill-feeling.

Modesty brings best wishes. It costs nothing and can literally open doors at times. Modesty from great people can inspire some aspiring struggler too. So, it’s better to be humble yourself in the first place.

Ganesha and River Kaveri 

Rishi Agatsya and The Kaveri Story
Once upon a time, Rishi Agastya sought the blessings of Lord Brahma and Shiva. The sage wished to create flowing river in a suitable location to offer water to the southern lands. The Gods, listening to his prayers, had his kamandalu filled with sacred water. The Sage then reached the Coorg Mountains. On his way, he spotted a small boy and requested him to take good care of his pot containing water as he needed to go to get fresh.
The small boy was none other than Ganesha and he placed the small pot on the ground as he felt that location was perfect for a river. Then a crow landed on this pot and Sage Agastya shooed off the bird. The crow flew off tipping the pot to the ground and spilled off some water.

Learning: Be Positive

It can be distressing to think that bad things happen merely through chance or accident. But they do. The saying that everything happens for a reason is the modern, New Age version of the old religious saying: “It’s God’s will”. Every action happens for a good cause. So do not be worried even if something bad happens in your life, eventually there will be a good ending.

Ganesha and The Moon Curse

Ganesha Curses The Moon
One night Lord Ganesha went for a ride on his mouse. The tiny mouse could not bear his weight and tripped. The moon started laughing at the funny sight. Ganesha got angry and cursed the moon saying that anyone who looks at the moon on the night of the Ganesh Chaturthi will be falsely accused. The moon begged Ganesha to remove the curse and Ganesha also realized that he had overreacted but he could not take the curse back.

Learning: Don’t Act Always on Impulse

In Seneca’s words, “Be not too hasty either with praise or blame; speak always as though you were giving evidence before the judgement-seat of the Gods.” Always think before you react because anger passes on but actions remain. So next time you feel the blood rushing down your veins a tad faster, take your emotional temperature and allow yourself to cool down. You will be amazed by the change in your perspective regarding the situation and how to deal with it.

Vakratunda Avatar and Matsaryasur

Vakratunda Avatar
Matsaryasur was a ferocious demon who worshiped Lord Shiva and asked him for the boon of immortality. Shiva blessed Matsayasur and said that he will not be destroyed by any human, god or demon. Enraged with power, the demon started crushing the three worlds. Lord Ganesha transformed into Vakratunda and captured Matsaryasur. However, when Matsara begged for forgiveness, the Vakratunda set him free and peace was restored.

Learning: Forgive and Move On

Forgiveness in the words of Swartz, “It is an active process in which you make a conscious decision to let go of negative feelings whether the person deserves it or not.” Keeping scores, trying to get even and pulling-down always make you less than what you are. Moreover, the energy you invest into holding a grudge steals energy from other important things.
Studies have found that the act of forgiveness can reap huge rewards for your health, lowering the risk of heart attack; improving cholesterol levels and sleep; and reducing pain, blood pressure , and levels of anxiety, depression and stress.

Disclaimer: The author of this post informs readers that the views, thoughts, and opinions expressed in the text belong to the author. The author respects the religious sentiments, thoughts and feelings of every individual, caste, sect, cult, group etc. and does not intend to hurt or humiliate any religious feeling of any individual, group, caste, cult, sect, faith etc. This Blog Post is created and solely to guide and impart knowledge and co-relate the learning from the stories mentioned in this blog post.

Sunday, November 20, 2016

17 Top Must Do's for Sales Professionals

Selling is one of the most exciting, challenging and paying professions of all times. Selling for a living is challenging. Sales is bundled up with many highs and frequent lows. Market innovations, cut throat competition, constant pressure to achieve sales targets, meeting demands of customers and prospects make sales a tough career. But the adrenalin rush, incentives & achievements are makes it worthwhile. 

For a serious Sales Professional who wish to take it up Sales as a career these Tips are tried and tested to keep you in the league. There may be some who have implemented these is bits and pieces or as a whole but a conscious effort will definitely help you soar new heights in your sales profession. I suggest a practice of a consistent minimum 21days and you’ll see the magic.
Appropriate Questioning: Sales is not always about talking, explaining or demonstrations only. An effective sales presentations involves asking the right questions at the right time keeping in mind what you have heard from the opposite person. Leading questions, probing questions and appropriate questions help you open the lock that’s on your customer’s/client’s pocket.

Aim as High as You Can: Setting your goals high helps you set higher standards for yourself. Your goals need to motivate you and challenge your limits. It’s for you to set your eyes on your goal and the higher it is the greater potential you will discover.

Be More Receptive: Being Receptive is of more consequence than only speaking effectively. If you listen to understand rather than only to reply you will never be able to give your customer/client a customised offering which is actually required. Every customer/client is different and thinks from his own perspective. Listening to him carefully shall make you understand his perspective more clearly and what he is looking for which can help you build a customised offering

Build A Rapport & a Relationship: As the old metaphor goes, “Never burn old bridges, you don’t know when you have to go back on them.” This metaphor holds true for all sales people. Developing a rapport and maintaining relationships with prospects, customers, friends and others around you is going to place you on the advantages quadrant.

Be Patient: As they say, “Patience is the mother of all virtue”, a sales professional needs to imbibe patience into his system as deep as it can be. Impatience will take you a confused and dejected state of mind. A calm mind exhibits confidence and it’s this confidence that helps you think clearly about your next move. The more desperate you get, the farther your result will move away from you. Be patient, watch, analyse and make your move.

Clarity in Thought: You need to keep a clear view of what you final objective is. It’s important for you to keep that in mind and proceed with your move. Essentially mark out one thing, you can’t win the battle and lose the war- you have to look at the bigger picture to make the correct moves.

Customize Your Presentation: A definite style of presentation will lower your chances of being successful. You need to get into your client’s shoes to develop a flexible styled presentation that matches his understanding. As you know, no two humans think alike. Keeping this in mind you need to customize your presentations.

Display Respect: As old school of thought goes, if you want to understand a person watch how he treats others. Nobody has choked to death for respecting others. Respect can be commanded only by giving respect. It’s the lower rung of the ladder that takes you to the top. Stay grounded and treat people right and the may open up the golden gate for you.

Effective Presentations: An Effective Presentation needs to be Expressive and not only impressive. You need to address issues that your customer/client is concerned rather than blowing your own bugle. Your presentation needs to have the ability to influence your customer’s/client’s decision rather than you feeling content about your impressive presentation. At the end of the day it’s the conversion that matters and not your own agenda.

23b1df1b-736a-4830-a980-3796fc6fbc8bFocus on Features and Not only Technical Aspects: I have invariably observed sales persons concentrating on explaining the Technical Aspects of the product during their demonstrations. A customer may want to know the technical but his buying decision hugely depends on the value add that he may have due to the product you are offering. Why he should buy holds a little higher than only what he is buying. Think over it.
Plan Effectively: Sales Professionals are constantly surrounded with Sales Targets, Contests and Goals. Planning plays a very important role for seamless execution. Just breaking up the year, quarter or month may not help. Planning needs to be detailed and defined, keeping in mind the resources available & right time for executing the plan. A buffer plays an important role in planning, which needs to be included in every plan to avoid carry forwards or overloading the future plan. The current action cascades its effect on the subsequent plan affecting further parts of the long term plan. Hence, you need to plan accordingly considering your buffer.

Product Knowledge: You need to know your product line at the back of your hand. You got to invest ample time studying your product/s as well as the new developments that occur time to time. Knowing your product/s well helps you identify your target audience easily and also the needs of your customer/client. In turn helping you to offer a better deal as per his requirement.

cwh8sjfxuaqlo-pProspecting Forever: Prospecting is the best way to keep yourself busy with work. Prospecting everyday increases the odds of success for a sales professional. As we all know there is a conversion ratio when it comes to sales. And the best way to uplift your conversion ratio is to keep on prospecting. Prospecting everyday reduces the chances of lows in your monthly or quarterly goals.
Polish Your Skills Regularly: With changing times one has to keep himself updated. The markets have changed, mind-sets have changed and consumer behaviour has changed. “New opportunities, need a new approach… you can’t open New Locks with an Old set of Keys.” You have to polish your skills to tackle the advent of the newer consumer mind-set. Invest regularly in self-improvement development (webinars, books, workshops, conferences, training programs, online programs, etc.).

Persistence: With a change in the market and the exposure due to the internet sales has become a different ball game altogether. Traditional conversion ratio has changed depending on the customer’s/client’s demographics. Understanding this further, persistence will be the key to survive in the sales profession.

Socialise & Network: Socializing and Networking is an integral component of maintaining healthy relations with people around you. You need to be constantly seen around people who matter other than business hours also. Remember, “Out of sight goes out of mind.”

Stay Motivated: Sales inherently is a challenging profession. Rejections, objections and tend to hit you hard on the ground. It’s reasonable to understand that it’s the concept, product or presentation that was not appealing. You don’t need to take it otherwise, it’s not about you. You need to bounce back every morning for a fresh start to face new challenges and victories.

If you consistently apply and execute these Tips on a regular basis I assure you that you will see your sales graph change distinctively.
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