1. Everyone have two Eyes ... But No one has the same View... 2. The most important quality of successful people is their willingness to change... 3. Human beings are very strange. They have ego of their knowledge but, they don't have knowledge of their ego. 4. People who judge do not matter. People who matter do not judge. 5. Alphabet "O" stands for Opportunity which is absent inYesterday", Available only once in "Today" And thrice in "Tomorrow". 6. "Pain is Unavoidable but, Suffering is Optional.." 7. Never ignore a person who loves and cares for you, because one day you may realize that you've lost the moon while counting the stars. 8. Sometimes life doesn't give you something you want, not because you don't deserve it, but because you deserve more. 9. If the Road is Beautiful then worry About the Destination, But if the Destination is Beautiful, Then Don't Worry About The Road!
Choosing the right prospect, to invest your sales energies, is one of the biggest execution challenges. All of us have heard and read volumes, about importance of TIME. Wisdom of time is the key, to build any successful sales career.
Through this article, I wish to share my observations of investing our sales energies at the right prospect.
- Choosing the right prospect, for making first level contact and decision to invest more sales energies on that particular prospect, is as key as, defining our target customers, at strategic level.
- Choosing wrong prospect to invest your energies, will be a double loss. 1. Your sales energies go in vain, 2. You loose an opportunity to focus on, truly potential prospect.
- We hardly witness over 20/30% conversion of prospect to order in many situations, because, we don’t choose our prospect scientifically.
Principles of choosing the right prospect to invest your sales energies:
Finding a fit between product life cycle and customer class
- Your prospect selection should be based on your product or organization stage.
- The class of customers you must be focusing on at each stage is mentioned in Image A.
- Please read more on the class of customers to understand the nature of each class of customer.
Core Benefit Analysis:
- Keep evaluate the prospect based on the core benefit. Do they really reduce significant pain by choosing our offerings or do the enjoy enough pleasure?
- The ultimate benefit of any product or service is based on two core emotional benefits: Pain and Pleasure. The benefit analysis can be done at various levels. One such example is mentioned below, for two different offerings: 1. Audit firm offering Compliance Service 2. A Cafe offering chocolate tea.
- The insights from the above analysis, can also be used to define the one of our sales and marketing communication.
Choose prospect based on facts and data not on convenience or mere hope
- Many fail as, most of our choices made, are based on convenience or assumptions or hope but not on logic, facts and data.
- Mandate profiling of existing customers and learn their different characteristics to improve your definition of new prospects. If you don’t have any existing clients, start with the core benefits of your offering and define the prospect profile and characteristics.
- Encourage your teams to invest time in collecting more facts about your prospect that satisfies the characteristics of your existing customer or target customer.
Choosing a prospect based on convenience, is waste of time; Choosing a prospect based on assumptions / hope is, spend of time; Choosing a prospect based on data and facts, is investment of time.
Hope you find this article worth reading.
#sales #customer #prospect #TheSalesExperiements #MRSalesLab
- Support for Windows and Mac OS X
- User-friendly interface with modern design
- Video downloading from popular websites
- HTTP/HTTPS/FTP/BitTorrent support
- Proxy support
- Fast, safe and efficient downloading
Habit 1 — Be Proactive
You’re in Charge I am a responsible person. I take initiative. I choose my actions, attitudes, and moods. I do not blame others for my wrong actions. I do the right thing without being asked, even when no one is looking.
Habit 2 — Begin with the End in Mind
Have a Plan I plan ahead and set goals. I do things that have meaning and make a difference. I am an important part of my classroom and contribute to my school’s mission and vision. I look for ways to be a good citizen.
Habit 3 — Put First Things First
Work First, Then Play I spend my time on things that are most important. This means I say no to things I know I should not do. I set priorities, make a schedule, and follow my plan. I am disciplined and organized.
Habit 4 — Think Win-Win
Everyone Can Win I balance courage for getting what I want with consideration for what others want. I make deposits in others’ Emotional Bank Accounts. When conflicts arise, I look for third nkgernatives.
Habit 5 — Seek First to Understand, Then to Be Understood
Listen Before You Talk I listen to other people’s ideas and feelings. I try to see things from their viewpoints. I listen to others without interrupting. I am confident in voicing my ideas. I look people in the eyes when talking.
Habit 6 — Synergize
Together Is Better I value other people’s strengths and learn from them. I get along well with others, even people who are different than me. I work well in groups. I seek out other people’s ideas to solve problems because I know that by teaming with others we can create better solutions than anyone of us can alone. I am humble.
Habit 7 — Sharpen The Saw
Balance Feels Best I take care of my body by eating right, exercising and getting sleep. I spend time with family and friends. I learn in lots of ways and lots of places, not just at school. I find meaningful ways to help others.
One night four college students were out partying late night and did’t study for the test which was scheduled for the next day.
In the morning they thought of a plan. They made themselves look dirty with grease and dirt. They then went up to the Dean and said that they had gone out to a wedding last night and on their return the tire of their car burst and they had to push the car all the way back and that they were in no condition to take the test.
So the Dean said they can have the re-test after 3 days. They thanked him and said they will be ready by that time.
On the third day they appeared before the Dean. The Dean said that as this was a Special Condition Test, all four were required to sit in separate classrooms for the test. They all agreed as they had prepared well in the last 3 days.
The Test consisted of 2 questions with the total of 100 Marks.
Q.1. Your Name…………………….( 2 MARKS )
Q.2. Which tire burst?……………( 98 MARKS )
a) Front Left
b) Front Right
c) Back Left
d) Back Right
This is intelligence.
Unless you think you’re the smartest, who doesn’t want to be smarter? Of course I want to be smarter too, so I try to find out who’s the real smart guy that maybe I can learn from. James Gardner has got me an answer on Quoraabout whether someone’s smart or not.
Here are the signs of smart people:
1. They don’t talk as much as you do, because they know they got smart by listening.
2. They know lots of things other than what they’re specialised in. Theirs is the gift of a broad mind, constantly fed with the stimulant of being interested in what everyone else is doing.
3. They juggle home, work and personal interests with dexterity and never fall back on the tired old refrain about “work life balance”. And when they’re juggling, they somehow manage to seem 100% engaged with what they’re doing, on all fronts simultaneously, even though you know they’re taking appropriate steps behind the scenes to make sure their lives are perfectly, serenely balanced.
4. They probably do social media. Not always, but probably. It is not only another chance to listen, but one they use to ensure they can feed their brains with things they otherwise won’t have come across.
5. Even when things go very badly wrong, they’ll be smiling. Smart people never get ruffled because their smart brains present them with alternatives faster than the bad stuff can happen.
6. They know they are usually the smartest person in the room, but they don’t spend their time dwelling on that. Instead, they take it as a personal challenge to see if they can make everyone else the smartest person in the room too.
7. If they are managers, they will make every effort to get people smarter, more connected and more popular than them in their teams. They’re not threatened because they know that smartness is synergistic. They also make sure that their smart people get to look smarter than them for the same reason.
8. They have hidden skills that never get rolled out until they’re needed. They don’t have any need to show their full capabilities for reasons of proving they’re better than others.
9. They may or may not have expensive educations. You’d never know just by being with them unless you had their CV in front of you.
10. They never, ever, under any circumstances, make you look stupid, even though it would be easy to do so. They’ve learned through bitter experience that the only thing that happens when you make someone look bad is you look bad yourself.
Now you should know who the smart people are. If you want to be the smart one, let me give you this extra advice from Steve Jobs “Stay hungry. Stay foolish.”