VP at Justdial.com
What is your approach towards uninterested customers?
A customer rather we should call him a prospective customer is never uninterested. please understand he is uninterested at the current time that’s as of now. but he may be interested in latter times. Never break the communication tell him “ Mr Customer I approached you since I realised that my product or service suits u the best but since the in the current senario u don’t find them useful enough, I will keep in touch just in case u need any more details in the time to come.” Remember customers needs and wants are dynamic in nature they keep on changing so never burn the beige.
When should one stop pursuing a client?
It is a trade-off. Ideally u should never stop pursuing a client unless u believe that your offering is not useful for him. But the offering needs to be fine-tuned including quality and price to suit him every time u approach. U can only stop pursuing a customer in another scenario when u find that time u r investing can be utilized prospecting / converting another customer and u r very sure of it.
How do you deal with criticism from clients?
Always acknowledge the same. client criticise because he sees shortcoming in either u or the product / service. he is exactly telling u why he is not buying and is far better then those customer who have been just postponing giving false hopes. always thank him for the criticism and ask him MR. Customer if I work on these shortcomings and come back to u with a better offering and better ME to serve you will u deal with me then? trust me the answer will be No. and the customer will feel happy that u listened to him rather then arguing.
How do you see your job evolving in the future?
I have been kind of successful in meeting my Organizations expectations. in future I see my job evolving is creating more of ME”s in the team bellow. laying down the processes where what all has been successful could be achieved by a process rather then depending on human brellience.
What was the most challenging moment in your career?
first time I was told that the process u r running should run without u. trust me it is most difficult as a evolving leader to lead from the back. where u give command in others hand delegate responsibilities and become dispensable.
What motivated you to choose this career?
it was not a choice I guess there would be very few who aspire to be a salesman. when u r a kid u want to became a doctor, astronot police man or something else but no kid would say ke main bada hokar sale man banunga. but later one add in newspaper which said “ u can write your own pay chek “ inspired me. and I understand that sales is one profession where u can truley write your own check.
How was your experience with your first job?
my first job I was asked to leave for non performance. I didn’t even got my salary
What are the 3 things every successful sales-professionals must-have?
Top Quality of a sales person 1) Ability to learn about his product and customers’ needs. He needs to be trainable. One might be a born sales man but still needs to learn about product and market needs. 2) Ability to communicate & negotiate. 3) Ability to accept rejections.
What is your biggest concern at your job? How do you manage it?
The biggest concern is that how to we do it better today then what he did yesterday. we do it by trying to make one small improvement every singe day and at the end of the year we are 365 steps better then last year
What's the advice you would like to give to an aspiring sales-professionals?
don’t run after sales targets get as many happy customers you can. Do not sell something which u yourself don’t believe in..
What’s the advice you would like to give to an aspiring sales – professional? Question by one of the participants.
I would want to congratulate him first for getting into a profession where earnings are unlimited, I earn more than man of my doctors and software engineer friends who were supposed to be far better in studies the me. A sales professional must first of all understand the need of the market OR of his buyer, understand if these is some problem which his product / service can resolve Or if his product will help improve a situation. Once that is clear it instils a undying confidence. Then further u need to understand your market / clientele in terms of how they would be able to use and afford the same. And then just introduce them to ur product / service, just do not sell. Suggest how helpful your product is or how it can add value to what they are already doing. And trust me they will buy. Last but not the least remember “There are no traffic jams if u willing to go an extra mile,” very few Sales professionals are willing to go that extra mile but if they do nothing is going to stop them.
How would you approach short sales cycle differently than a long sales cycles?
Firstly I understand that there is no short sales cycle or long sales cycle rather we should say there should be an optimum sale cycle. now this could ideally be an average of all sales done for that product or service.
How soon do you revise your target strategies?
target strategies are revised all the time. revised if achieved since they were easy. revised if they are missed so see what u need to fine tune. and revised immediately if u miss them with a considerable difference since u went completely off track
When do you stop pursuing a client?
How do you handle customer objections or arguments?
don’t handle understand and acknowledge them. identify if they are really objections or smoke screens. also understand all objections need not answered once u start doing that it become more of argument. understand his objection acknowledge his objection empathise with his objection and appreciate that he is taking interest in ur product or service thank him for that and tell him that there are very few people who take such deep interest and then suggest him a solution and share ur point of view on the solution to his objection and ask him if that suits him
Do you alter your sales strategy according to diverse customers? if so, how?
sales strategies are altered and rather better word is fine tuned for diverse customers which can be not only alteration in product ans price but sales pitch too. let’s understand this diverse customer have diverse needs for eg a car may be required by ur dad to commute and for u it might be status symbol so u both need to be addressed separately with separate point of view and separate sales pitch. for ur dad it might the mileage of the car and for u it might be the jbl Music system
Can you explain the steps you take, from the beginning of the sales process to the end?
1st We identify a need in the market and see if my product or service offered is solving some problem or fulfilling some need. 2nd we identify a prospective customer who’s need can be fulfilled with my product / service. He should be the right person to decide for his org that goes without saying. 3rd we open a communication and get an acknowledgement from the customer about his need / problem. 4th Suggest how our product / Service can suit him best and offer the same. 5th If customer has some objections handle them. 6th Customer usually do not buy because if 2 reasons, either they find that the offering does not suit his purpose or he finds the same expensive, that’s he feels he is not getting the worth of his money, we need to customise the product / service as per his needs where ever possible and if alteration not possible then highlight the part of offerings which are of outmost importance. We also need to see how we can make it affordable for him via lucrative cash incentives or payment plans. 7th We need to suggest he closes the deal now, explaining him the cost of delaying his decision and opportunity lost in the delay. 8th Close the deal, appreciating him and seeking suggestion on what else he expects in future from the said product and service. 9th Take the feedback about your interaction with him and if he would like to recommend you name to some of his friends. 10th do call latter to see if u can serve him again and feedback about the product or service so that u can do necessary changes in your product / service.
What’s worse, not meeting a monthly quota or not having happy customers?
Monthly Sales Quota is a never ending trail and trust me there is nothing to beat the fact that u have a list of happy customers down your sleeve. Rather I would ask u what would give you better job satisfaction, meeting your monthly sales quota or having happy customers. Take this in writing form me, Happy customers can anytime help u meet your Sales quota, not only in this but another company but meeting up sales quotas may not give u happy customers. Happy customers are like ur investments in the market ready to give u dividends anytime u want, U like farmers sow there seeds to reep the benefits latter
How do you research prospects before calling or meeting? What information do you look for?
it is largely depending upon product or services you have to offer. primerily see if your product or service will solve his problem and fulfill his need if yes then u r in. Same could completely change if u r selling him something which he is already buying from someone else then u research why is he buying from other vendor and how can u better the offer not only in price but quality too. try to find out why is he buying from where he is buying I wish the question was more specific