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The secret to successful sales

Dear all,

If there is a secret, I would not reveal I guess, but the key to doing business with any company, is acknowledge that there is a ' favour factor' .

If people do like your style and reputation and the services your company has to offer is good enough, there is a bigger chance in succeeding than otherwise.

If there is anyone that thinks otherwise or has interesting theory on this, please share!

Willem H. van Wijk

Catagorisation of Buyers / Prospects

There are many ways of catagorisation of Buyers / prospects. The catagorisation like - User buyer; the commercial buyer; the technical buyer the Influencer etc. The others being the buyer behaviors at the Growth Mode, At the overconfident mode, the even keel mode etc. OVER TIME THERE HAS BEEN A MAJOR SHIFT... No prospect or Customer or buyer should be branded to a type or in other words should be Typecast.

This is an important change.. which means that a Salesperson should not visit a buyer even during the selling cycle with a pre concieved idea of the person. There are TWO implications to this.

1. The salesperson lowers his guard as he goes with pre-concieved notions of the buyer, thereby is taken off guard and cannot react to sudden changes;

2. The Sales person as is not alert and inveriably misses out on other signals that are off pattern to the typecast.

This concept is very well explained by  the Hindu concept of Sthan, Kal and Patra - meaning Place, Time and Person. When either of the three change ,there is a change in the overall combination and therefore it would not be right to expect the same situation / behavior at different times or different places by the same person.

To summarise - a sales person should always remain in the state of Concious Competence and should never move into the quadrant of Unconcious Competence.