sales | Transitions Intl

24 April 2014 In Coaching, Communication, Customer Service and Sales, Lead From Within, Leadership, Sales Leadership By Lalita Raman

Simplicity in Sales I – Why People Buy?

I once heard a conversation between a sales manager and one of his team members where the sales manager is telling his sales person, simplify the conversation so that even a five-year old can understand what solution you are providing and how it will benefit him. Do you know how to do that? The sales person looked a bit confused and retorted back: "Oh yeah, that is easy". Is it really that easy? How many sales people resort to simplification (oversimplified) instead of simplicity? A friend was buying a house in Singapore. One of her real estate agents showed her several houses and his main pitch was how beautiful the Jacuzzi and the swimming pool in each of these houses were. The fact was she was not keen on having either a Jacuzzi or a swimming pool and in her initial meeting with the real estate agent she had categorically specified what she was looking for and that didn't include either of the two. Worse still, he had forgotten some of the key features that she was looking for in her prospective house. Had the agent bothered to listen and remember what mattered most to my friend, his chances of getting the

3 March 2014 In Coaching, Comfort Zone, Communication, Customer Service and Sales, Organizational Leadership By Lalita Raman

Top Ten Ways to Stand Out In Sales and From Competition

"It is not the employer who pays the wages. Employers only handle the money. It is the customer who pays the wages." - Henry Ford Every time a customer comes into contact with any aspect of your business, they have an opportunity to form an impression about you, your brand and business. How do you keep your customers engaged and loyal? David Brooks, the New York Times columnist in his op-ed column dated February 3, 2014 "What Machines Can't Do", states that We're clearly heading into an age of brilliant technology. Computers are already impressively good at guiding driverless cars and beating humans at chess and Jeopardy. As Erik Brynjolfsson and Andrew McAfee of the Massachusetts Institute of Technology point out in their book - The Second Machine Age, "computers are increasingly going to be able to perform important parts of even mostly cognitive jobs, like picking stocks, diagnosing diseases and granting parole

8 April 2013 In Coaching, Customer Service and Sales, Leadership By Lalita Raman

Are You A Heart Based Salesperson ?

Image Source : Linked to The Source Would you like dealing with a person or an organization where your interest is to deal in Equities and they turn a blind eye to your needs and insist on offering you Fixed Income products? Or, let's say you are looking for a mode of investment for a period of six months without loss of principal and returns no less than 5% p.a. Would you like to be serviced by a sales person who is fixated about selling you something for 12 months? Does pricey always mean value? The same dynamics of value creation can be extended to a sales role in any industry. In every sale, in every field if you have no real intention of creating value for your customer, then you arenâ€™t selling. In selling and marketing you need to lead with your value and not your rates. You need to make it meaningful in that you create a better outcome for your clients. There's no free lunch in this world, thus there is a price for everything you want. Just make sure the price you pay is worth the value you get. Typically a sales person is greeted with disdain. I know many people

1 June 2012 In Customer Service and Sales By Lalita Raman

Customer Service Excellence – 11 Key Questions

You decide to go to a restaurant with some friends for dinner. This restaurant prides itself in impeccable customer service, excellent delicacies, a new menu every week and the freshness of the dishes they serve. You look at the menu and decide on some dishes. You have some diet restrictions and request of the restaurant manager to serve you a salad without some items. Â The restaurant manager refuses and tells you that the dishes have to be ordered as they are. Â This is an expensive restaurant and you are not pleased and swear never to go back. On the other hand, now imagine a restaurant where the menu is simple, has limited variety but again prides itself in almost similar qualities as the first. However they are willing to be flexible and in terms of price is almost equally priced as the first one. Which one would you go back to Where do you see a value added service Where do you think the price is justified Who is actually walking the talk Does pricey always mean value? The same dynamics of value creation can be extended to a sales role in any industry. In every sale, in every field if you have no real