Vinod Kankaria
Sunday, April 15, 2018
Being customer centric
Sunday, June 5, 2016
10 rules for being a successful sales person
Here are 10 rules you can follow to become a better sales person.
1. Never show desperation. You certainly have to create an urgency in prospect's mind but don't push the prospect too hard to buy, take it one step at a time.
2. Qualify first, not every prospect is right for you and vice versa.
3. Be a professional and the same time be friendly, you don't want to make your conversations too formal all the time.
4. Be prepared with your product/service, know it in and out.
5. Know everything about the prospect. Spend an hour or two studying about them.
6. Focus on what value you can provide, how you can help the prospect achieve their goals.
7. Know a little bit about everything, be it politics, music, movies, sports, culture, industries, businesses among others, helps break the ice and connect better with the prospect.
8. Become a story teller, stories about how you served other customers and how it helped them etc. Best way to keep the prospects interested and engaged.
9. Follow-up without dropping the ball, key to winning deals is to constantly prove to the prospect that you are there, you are diligent and responsive.
10. Don't make it transactional, build relationship with your clients so they become your friends and well wishers.
Wednesday, December 18, 2013
Marketing Mindmap
Mind-map below - Zoom in on the picture to see the details.
Saturday, October 26, 2013
Scrum Selling - The new way of selling
How about making sales process a little more agile/nimble in nature, how about implementing Scrum agile principles in selling and see how that works, well that is exactly what I have been trying for some time now. I can tell you first hand that it works. Here is the mapping of Scrum Agile to what I call "Scrum Selling"
- Form a Scrum team of not more than 5 people, typical combination will be one sales executive, 2 lead generators, 1 or 2 contact collectors.
- List down all your campaigns (a typical campaign includes details like, industry you are targeting, service/product you are planning to sell, target audience (designations), target companies, your differentiator, email pitch and voice-mail pitch) - This becomes your campaign backlog.
- Define your sprint cycle time, typically 2 weeks, first day of the sprint you basically do your planning, and everyday the team meets (scrum meeting) to share success/rejection stories, innovative idea for sourcing leads, prospect's reaction to your messages etc. This meeting takes about 20 minutes or so.
- At the end of the sprint, do a retrospect, if required tweak your pitch, your preso, get an understanding of the market based on all your conversations with prospects and align your approach accordingly.
- Prioritize your campaign list based on how things are evolving on the sales side, repeat the process.
Monday, October 7, 2013
3 for 2 offer - Weird
Saturday, October 5, 2013
Sales Mindmap
I tried embedding the image here but it doesn't render well, hence providing a dropbox link, and I hope the link last forever. Please let me know your comments on this.
Sales - Mindmap
Tuesday, October 1, 2013
Sales: One BIG reason we won
- Aspiration: Sold to a travel company that we can build a site, with a google type search box, wherein people can come-in and search anything and everything about travel/vacation and system will display appropriate tour packages for them. Showed new reality. Got the deal.
- Speed: Unbelievable turn-around time on submitting a proposal with benefit statements, our passion and speed was contagious. We won.
- Extra-Mile: Surprised the prospect with website mocks - which they didn't ask for, while other vendors were trying to please the prospect by showing only their past performance.
- Creativity: Presented 3 fresh ideas on how their product can be different and more engaging with consumers and act as differentiator, other vendors were busy giving discounts.
- Pre-call-analysis: we said to the prospect, we can talk about your company for 30 mins non-stop, do you want see how well we know you? Created an impression which lasted forever.
- Risk-elimination: Told to the prospect don't pay if you don't like, we aren't a company happy earning money without delivering value first. Of course they liked us!!
- Idea: Converting a prospect idea to reality, prospect came up with a question, "hey is this something possible?" and we went back with 30 slide detailed ppt on how we can achieve it together and what are the benefits. That just gave the power to the prospect to internally champion the idea and get us the deal.
The point is, if you keep asking simple questions like the ones below, you will invariably add value to the prospect and will stand-out, thereby increasing your probability of getting the deal.
- Why should the prospect buy from you?
- What can the prospect get from you which other vendors cannot provide?
- Are you giving the prospect just what they asked for or thinking multiple level beyond that?
- Am I really solving a problem for the prospect at a holistic level?
- Are we helping the prospect differentiate themselves in the market?
- Am I making sure to de-risk my prospect from possible failures?
- Am I making my contacts at the customer side look good in front of their bosses?
"Be a consultant and help your prospect buy from you"