Skip The Sales Ted Talk. This 7-Minute Post Will Make You A Sales Pro

How a salesperson built Sales Channel worth $50M+

Being an MBA, I always used to think the word ‘sales’ comes with a lot of talking and being a social butterfly. To be one, I need to be a lunatic with finger-gun-pointing to the prospect. Fast forward 3 years, I established myself as a marketing lead and doing wonders with creativity. However, it is still the ‘sales individuals’ that makes me think about the art of selling just by ‘talking’.

I happen to work with a sales pro a few years back, who was able to sort the sales stigma for me and changed my perspective towards how sales are done. Being an individual who has earned revenues for the company worth $50M in a year(& growing), I initially thought he had some secrets and hacks that are getting him clients, for years. Although, this is what he told me which I felt is just a different approach to the same old wisdom.

Rule 1: It is not the chatbots/tricks but being able to think on your feet

Don’t focus on making the sales process automated but follow a timeless principle that’ll work in any situation- recognize the importance of emotion in any buying decision.

There is no script to follow and no client is going to ask the same question. Follow human empathy to understand and respond to the emotional need of each stakeholder involved. Keep yourself 100% focused on the call and answer at the instant. Understand the client requirement in totality and he is sold!

Rule 2: The crucial missing element is failing to tell the ‘value add’

To introduce this crucial element, let’s go back to your last pitch. You made a nice script and a ppt and told the client everything about what your product can do. You painted a nice picture with unicorns and rainbows. But somehow you are not able to “close”.

It’s all about your prospect and not you! Experience their pain, find the nerve and put your hand on it for comfort. Show them what your product can do to ease their pain.

Rule 3: Make sure you’re knocking on the door and not on the wall

You don’t sell ice to an Eskimo! Ditch the theory of sell anything to anyone.

Don’t try selling your product to an individual or a company that does not need it. Because even if it sells (1 in 10), it won’t create repeat business or add a long term value. Remember that repeat customers spend 43% more than new customers.

Bottom Line- don’t force sales on somebody who don’t need your product. Do your market research well and save time and hard work for the actual potentials.

Rule 4: Sell yourself as an expert on your company’s product/service

Nothing can replace your knowledge of the product as a part of the company. In the end, knowing your product better than anyone else is going to make you win the deal.

Position yourself as a knowledgeable and valuable resource. Not someone who would state, “I will schedule another demo for you with my product manager” or “I will ask the tech team and get back to you”. Spend a lot of time in understanding the product roadmap, be a part of product beta testing, know the technical and product planning from top to bottom. Your customer would love to talk to someone who knows it all and not run to someone every time a question is raised.

Rule 5: Do your homework - Prepare & Research before you dial

“If you fail to prepare, prepare to fail.”

You did the preparation and studied the company before appearing for the interview, do the same! Find out everything about your prospect that is available on public portals and social media. Being unprepared, shows! Not only this will help you have a better conversation and ask the right questions but also voice the right benefits and strike the right cords.

Establish a good rapport → Build trust → Make sales 2x easy

I really didn’t feel like writing about something I haven’t done in real life. But lately, I have met a lot of individuals talking about how ‘sales’ is all about selling and their experience with sending cold emails and getting no response. This really pushed me to connect with Upnit Singh, who is presently the Chief of Sales at Teltonika. Know him in his own words (also you can connect with him on LinkedIn)-

“Being in sales for 10 years, I can bet say that I love it. Over the years, I’ve created a sales process that plays to my strength. I came across a lot of people hating sales for its stereotypical approach. But the world has moved since pulp fiction and so is sales. From selling, it is now all about sustaining relationships.”