“Not meeting desired sales target?” is perhaps the most important question in any of senior management meetings. But how do most companies react? Answer: “Re”setting the targets,“Re”structuring marketing campaigns and finally “Re”placing sales team (starting from executives ending up replacing sales director) and what will happen by doing several “Re’s” together…absolutely nothing. On the contrary such measures can damage team morale.
It is time to change, to replace traditional methodologies, to innovate and to spark. Time to analyse the mistakes.
Let’s rethink
What is a sale? Act of selling a product or service in return for money or other compensation
Whats makes a sale?
- Make the relevant presentation – Yes.. its necessary
- Create connection between product/service and prospects. .. – Yes.. its necessary
- Get to the point – Yes…its essential
- Be animated … OK
- Use showmanship… Ok ok
- Use physical demonstration … Yes It’s necessary.
- Believe on your product and Services… Aaahhhhhh….Its impossible….I have never seen it never utilized it ..how can i.. yes but I have capability to convenience customer though I haven’t Utilized it …” True Salesmanship J”
And How much % this “making of a sale” will individually or contributed generate sales ?…Can’t Say. May be our sales guys are not proper… (In reality, sales guys are the most smartest guys in any of the organization).
It’s time for thinking…and changing. Let’s make it the Lean Way…change “Re’s with Do’s
- Do we are really addressing customer problems, completely?
- Have we minimized cost of consumption (Price+ Time+Hassle)?
- Do we provide exactly what customer wants?
- Do we deliver value where customer wants?
- Do we supply value where customer wants?
Remember, first sale to a customer could be important but it is the second sale that matters the most. Second sale will happen only if customer the is satisfied. Maximum value and minimized organizational waste is key to customer satisfaction. These are the only things that make a sale, make a customer buy, make it a competitive.
Guest Post Contributed by Meghshyam Gholap, Lean Sales Specialist