Sales Secrets (8): Who is the Best Teacher on Salesmanship?

Hi,

Of all the teachers on salesmanship, who is the finest teacher? It is none other than the customer. He is the best teacher. You would get to learn a lot of things on salesmanship. 

You can learn from him how to convince him. As you work with your customer, you would get to learn what works and what does not work? What is the best way to begin the conversation? How to answer the questions? And also, how to ask questions? And what to ask and what not to ask? 

And, he can tell you many secrets about your products and services which even you might not be knowing. As he used them, he knows what is good about them, and the benefits he derived out of them. He could also tell you what is wrong with your product, and perhaps how to rectify it too.

The next time you go to a customer, keep an eye on the learning part as well. While you may be helping him learn more about your products and your services how they could be of value to him, you should also take it as an opportunity to learn from him the things that could help you improve your salesmanship - the ability to convince a customer from a NO to an YES. 

Remember, if he denies your arguments and tests your patience, he is actually training you. And you are getting it at free of cost. Do not get perturbed with the tougher customer. Deep in your heart, thank him for being your teacher and giving you an opportunity to learn from him on how to convince a tougher customer. It may take time for you to sell to him. But, in the process, you are getting the best lessons on selling from him, provided you see him as your coach, teacher, and a person to learn from. Hone up your selling skills a little further every single time you meet your customer. 

Your customer is the finest teacher of yours on salesmanship.

To Your Sales Success,

With love,

Siva

Thought of the day (44): Love - Express it more and more.

"Spread love everywhere you go. Let no one ever come to you without leaving happier."

 - Mother Teresa

"Where there is love there is life."

 - Mahatma Gandhi

Feeling shy of expressing your love? Is that so bad to express? NO. Is that so wrong to express? NO. Then, why not to express it? Why to hide it in the heart? Let it be expressed. People are hungry for love. Indeed! Let them experience the joy of your love for them.

LOVE - Express it. More and more! Don't restrain yourself from expressing it to your loved ones. Your people deserve it.

To your Success,
With love,
Siva

namam no. 224) netaa (नेता) (నేతా)

om netre namah (ओं नेत्रे नमः) (ఓం నేత్రే నమః)

This namam netaa means that He blesses His devotees whatever is asked for without declining them. 

He is called netaa as He has the nature of fulfilling what His devotees desire for. It is possible only for Him to take it as a responsibility and arrange the desired results for the people who take to Him.

om namo bhagavate vasudevaya!

Sales Secrets (7): SELL, As Customers Like It.

Hi,

As we understood from the previous six blog posts that everyone sell, and also that you ought to sell if you want to succeed in your life, let us focus on 'how to sell' in the next few posts.

I would like to share with you the essence of the book 'SELL - As Customers Like It' written by W. E. Sawyer. It is a small book of 135 pages written in simple language. The chapter titles themselves reveal the HOW of selling that could help you increase your success at selling. Here they are:

1) How Are You Going To Get Where You're Going?

2) Do People 'Get You Down' or Help You UP? ..... Selling Can Be Fun!

3) The Golden Rule of Selling.... Stand in the Customer's Shoes

4) Words Are the Salesman's 'Tools of the Trade' ....Use Words as Short Cuts - Not Short Circuits

5) Treat Customers as Brand-Conscious Buyers

6) Treat Customers as Eye-Minded Buyers

7) Ask Questions That Reveal the Full Story

8) Give Product Information Along With the Product

 9) Help Your Customers Save Money

10) Make Customers Feel Welcome

11) Prove You are a Salesman ... Your Company and Customers Will Like It.

Let us dig a little deeper into the first chapter of this book. It reaffirms what we discussed in the last 6 posts. Here is an excerpt from the book.

"Everybody worth his oats must earn a living. To earn a living a man has to sell his services. Even a scientist such as Einstein had to sell his services in order to pay for his living. The same thing holds true for the salesman. It just happens that, when a man sells other people's products or services, we pin on him the label of salesman."

"Regardless of our job, the excellence of our efforts in selling our services determines how well we eat; how high our standard of living can be - whether we are selling our skill in mathematics, selling our skill in fitting pipe joints, or selling our skill in selling goods in retail stores."

Sawyer goes on to say that it is better we realise fast how widespread is this need for the ability to sell and how vital to all of us the ability is. He emphasises that 'the ability to get along with others' is an important prerequisite for becoming successful in sales. In order to develop that skill, he suggests the following 5 signposts for us to watch out and learn to improve for better human relations:
1) Develop self-control
2) Appreciate the efforts of others and praise their good work
3) If you must offer criticism, do it tactfully and intelligently
4) Be a good listener - it will not only pay dividends in appreciation from others but in knowledge as well
5) Recognise each person as an individual, as a person with an identity of his own.

In conclusion, regardless of the product or service you offer, your success depends upon how well you SELL - AS CUSTOMERS LIKE IT.

To Your Sales Success,

With love,

Siva

Thought of the day (43)Have faith; Your people are THE BEST you are blessed with.

"Every tomorrow has two handles. We can take hold of it by the handle of anxiety, or by the handle of faith."
 - Author Unknown

"He who has faith has...an inward reservoir of courage, hope, confidence, calmness, and assuring trust that all will come out well - even though to the world it may appear to come out most badly."
 - B. C. Forbes

Faith moves mountains! Love transforms people! Have faith and love your people. They are THE BEST you are blessed with...

To your Success,
With love,
Siva

namam no. 223) nyaayah (न्यायः) (న్యాయః)

om nyaayaaya namah (ओं न्यायाय नमः) (ఓం న్యాయాయ నమః)

He is said to be nyaayah as He uses His judgement while blessing his devotees. He blesses them in such a way that their main area of interest is not affected. He observes in His devotees the wisdom and also the lack of it and blesses them with appropriate results, but ultimately taking them to the state of moksha.

om namo bhagavate vasudevaya!

Thought of the day (42): The secret to learn about one's own passion

"Nothing is as important as passion. No matter what you wanted to do with your life, be passionate."
 - Jon Bon Jovi

Are you passionate about anything? Look inward, learn to see what you are best at, start feeling it...and enjoying it. Very soon it will become your passion.

The key to success of an individual is his understanding of what his or her passion is. Unfortunately, most people just don't know what they are passionate about. So the first step in this direction is to learn about one's own strengths through self assessment. Once you get a glimpse of what you are capable of and what your potential is, you will start feeling your heart's calling - your passion. 

To your Success,
With love,
Siva

namam no. 222) Sreemaan (श्रीमान) (శ్రీమాన్)

om Sreemate namah (ओं श्रीमते नमः) (ఓం శ్రీమతే నమః)

Here the word 'Sree' indicates Sobha - the brilliance. It indicates that we should learn that He is different from all else by seeing the brilliance and glow in His lotus-like eyes in His matsyaavataram.

This namam had earlier appeared as namam no. 22 and 180.

om namo bhagavate vasudevaya!

Sales Secrets (6): The Birth of a Salesman

When is a salesman born? At the time of birth itself? Every person is a born salesman. But how skilful one becomes as a sales person during his life time depends on how he believes in it, works on it, polishes it, practices it, and perfects it. 

According to Carson Heady, the author of the book "Birth of a Salesman, "Sales ability, like oxygen, exists in every living being. But like the talent to build bridges, play an instrument, or speak a foreign language, its expression varies across the species. Some people reek of the ability - an illustrious scent of confidence exudes from them - and it dominates everything around. Others' ability or application in the area reeks - an odor that contaminates their playing field. But, for that, there is a cure."

Carson writes, "The day will never arrive where you are no longer called upon to sell something to someone. It can be selling yourself in a job interview, selling your spouse on where to have dinner or selling your child on why to use the potty rather than their diaper to do their business. Sales deals in the tangible and the intangible. The lucky ones get paid for being good at the skill. It's a science and a psychology and, if mastered, it can make all the difference in your world and the world of others."

"Always set your goals higher than you could ever possibly reach. That way, when you barely fall short, you're still better than everybody else."

 - Carson V. Heady in his book, "Birth of a Salesman"

To your Sales Success,

With love,

Siva
PS: A lot more tips on sales tools and techniques could be obtained from his blog at the link given below:

https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/

Thought of the day (41): The Starting Point of All Missions

"If you don't know where you are going, you'll end up someplace else."

 - Yogi Berra

"People are not lazy, they simply have impotent goals...that is...goals that do not inspire them."
 - Anthony Robbins

Sit all by yourself. Take stock of the situation. Introspect and ask yourself, "What do I want to become in my life? Where do I want to go? What is my dream? What are the goals I would like to accomplish in the next 1,3, 5, and 10 years from now." 

Get the answers, make your plans, and take off. Your success is guaranteed.

To your Success,

With love,

Siva

namam no. 221) graamaNeeh (ग्रामणीः) (గ్రామణీః)

om gramaNye namah (ओं ग्रामण्ये नमः) (ఓం గ్రామణ్యే నమః)

He is called graamaNee as He makes his devotees a part of the divine community in that parampadam (higher place).

The word graama means a cluster. In that paramapadam, there are countless number of divine beings including garuda, Viswaksena, and others. This namam graamaNee means that He helps His devotees mix with that group. Thus, it suggests that He creates equal status to them also makes them a part of the community serving Him.
om namo bhagavate vasudevaya!

Monday Motivation for Success from Siva (42): The Only 2 Princes Who Kept Out of the Mahabharata War

Hi,
In the Kurukshetra battle, the forces across the entire kingdom of Bharata took sides. While some kings fought on the side of the Pandavas, some others became a part of the Kaurava army. They all participated in the war, except 2 princes. Who were they? And why did they not take part in the Mahabharata war? What are the lessons one could learn from it? Let us take a look at this incident in this week's Monday Motivational story.
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The Only 2 Princes Who Kept Out of the War
(Excerpts taken from The Mahabharata by C. Rajagopalachari)
As the peace talks failed, and the Mahabharata war was declared, both sides sought alliances of different kings and kingdoms. Accordingly the Kings and kingdoms across the Bharata Varsha were divided. There were only 2 kings who kept out of the war for their own reasons. And, they are 1) Balarama, the elder brother of Krishna and 2) Rukma, the brother-in-law of Krishna who was also the ruler of kingdom of Bojakata.

1) The case of Balarama
Balarama felt, "How can Krishna and I be in the opposite camps? For Bhima and Duryodhana, both of them my pupils, I have equal regard and love. How can I support one against the other? Nor can I bear to see the Kauravas destroyed. I will therefore have nothing to do with this war.  This tragedy made me lose all interest in the world and so I shall wander among the holy places." And, he kept himself out of the war.

2) The case of Rukma
Rukma, who had earlier opposed the marriage of his sister Rukmini with Krishna, fought, and defeated in the battle with Krishna, heard of the impending Kurukshetra war and thought that he could take that as an opportunity to support the Pandavas and thereby win back the friendship of Krishna.

He went to Pandavas and said, "oh Pandavas, the enemy forces are very large. I have come to help you. I have the strength to attack Drona, Kripa or even Bhishma. I shall bring you victory. Let me know." Pandavas declined his offer of help saying, "Oh, ruler of Bhojakata, we are not afraid of the enemy forces. We have no need of your help and do not particularly desire it. You may go away or stay on as you like."

Rejected by the pandavas, Rukma became very angry and went to Duryodhana's camp with his army and offered his help to the Kauravas. Duryodhanya also rejected him saying, "Is it not after the Pandavas rejected your assistance that you have come here? I am not in such dire need yet as to welcome their leavings."

Rukma thus put to disgrace by both sides, returned to his kingdom without taking part in the battle.
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Siding or staying neutral? We all encounter situations in our day-to-day life at home and also at work place. We are required to either take sides or stay neutral. The dilemma is "Which way to go? Whom to support? Or to stay neutral?" Deciding on the right course of action in those times is not an easy thing, especially for the honest and good people. As such decisions may have serious consequences, it is important to decide wisely. 

What should the approach be? Like Balarama, stay neutral with the inability to decide between the 2 equally justifiable options? Or like Rukma, support one out of self-interest and personal glory and then go to the other only when rejected? Or go by personal attachments and according to one's own desires, irrespective of the justification? Which way to go?

Your views on this are welcome. Please do post your opinions by clicking on the 'comments' section below.

To your continued SUCCESS,

With love, Siva

Sales Secrets (5): Why "Selling" Is A Noble Profession?

Hi,

In the earlier posts, we have noted that selling is a part of life, and everyone sells. Rather, we have observed that everyone has to necessarily sell in order to be able to survive and succeed. 

Still, you can find a lot of people who think that selling is bad. They would say that it involves duping and cheating others. They are averse to the idea of selling. That is not true at all. Selling does not work that way. That can not be called sales or selling. Perhaps some so called sales people do that and make people think bad about sales people and sales profession.

That's not true. Sales is a noble profession. A true sales person's job is NOT to sell crap to people who don't need it. Selling is all about identifying the needs of the people and helping them meet those needs in the most efficient manner.

As a sales person, you are in the business of helping others. It becomes a noble profession because you adopt a proactive approach in trying to help people. You want to help them, despite the rejections and hardships. 

Selling is a noble profession. It is the very engine that drives the economy. The world advances because of what the sales people do - helping the people get right products and meet their needs. Take a look at the article that throws more light on this aspect, "Why selling is a noble profession?" at the link given below:

https://www.cardus.ca/comment/article/2263/sales-the-noble-profession/

To your sales SUCCESS,

With love,

Siva

PS: Please do post your comments on this post. Let us discuss and learn more.

Thought of the day (40): Persistence pays; Never give up.

Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.

 - Dennis waitley

Bjorn Borg showed persistence and an attitude of 'never give up.' He became a tennis legend. Be persistent in your efforts. Persist until you succeed. Persist till you get what you want. You are a CHAMPION born not to give up, but to succeed.

To your success,

With love,

Siva

namam no. 220) agraNeeh (अग्रणीः) (అగ్రణీః)

om agraNye namah (ओं अग्रण्ये नमः) (ఓం అగ్రణ్యే నమః)

agram = higher place
Nee = take to

Thus, He is said to be agraNee as He facilitates his devotees attain parampadam (higher place) by blessing them with the divine knowledge.

The word agra means a higher place.

om namo bhagavate vasudevaya!

Sales Serets (4): To Sell is Human

As we are contemplating on what selling is and who sells & who doesn't, let us evaluate it little further.

A common belief about selling is that it is a process wherein a seller sells a product or a service or something else to get money or material or something what he wants. Well, if you extend it further, you start seeing persuading someone to do something or influencing someone to behave in a certain way is also similar to what selling is.

Daniel Pink, in his best selling book "To Sell is Human," he clarifies on selling and non-sales selling. "Once upon a time only some people were in sales. Every day, they sold stuff, we did stuff, and everyone was happy. One day, everything changed: All of us ended up in sales - and sales changed.......It's a part of who we are - and therefore something we can do better by being more human - To Sell is Human."

The book suggests, "Accept/Embrace your role in sales - (Market yourself; get out there and sell)

To your Sales SUCCESS,

With love,

Siva

For more info on this book, you may like to browse the following:

1) http://gicoaches.com/wp-content/uploads/downloads/2013/03/To-Sell-is-Human-1594487154-AFirstFridayBookSynopsis.pdf

2) http://www.slideshare.net/jerwschm/to-sell-is-human-by-daniel-pink

PS: Just watched this funny video "Selling is Service, Service is Selling." This video went viral. I enjoyed it. I am sure you will also find it worth-watching. DON'T MISS IT.

https://www.youtube.com/watch?v=t9il52dlnnc