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Tips and tricks

Tips and tricks

business Updated: Aug 04, 2007 00:19 IST

1) Develop your individuality
It is important to cultivate traits that distinguish you from others. Take care of details like punctuality and commitments.
2) Build your proposition
Answer why anyone should buy from you. Practice a sales pitch that can be delivered within 30 seconds. If it is a large value sale, break it up.
3) Do your homework
Do not waste the customer’s time or your own. Do a complete check on the customer’s needs and interests.
4) Meet the right people
Every organisation is a network of relationships where power is distributed. There are ways of identifying who should be met.
5) Learn to open a sales call
Make sure you make the right first impression and relate to the customer’s needs. Open your sales call with a benefit statement and a brief intro.
6) Ask the right questions
Success and effectiveness in selling is all about identifying the customer’s needs and looking for solutions.
7) Learn negotiating
It involves meeting the other person’s needs without compromising your own.
8) Close the call
Whether it is a new pitch, a repeat call, or your final call, leave the customer looking forward for more.
9) Raise your effectiveness
Sales is a science as much as an art. There are researched programmes to help you.
10) Handle rejections well
Do not take it personally. Success also depends on your ability to recover from setbacks.

— Muralidhar Rao,
President, NIS-Sparta