10 Things I Learnt In Sales<br />
1. Knowledge Assimilation<br />Over the years great sales people with varied industry backgrounds develop their own unique...
2. Ownership<br />A great sales person educates himself/ herself on the solution offered, the options available with the c...
 3. Esprit De Corps<br />Very few things are achieved by one single person acting alone<br />A great sales person knows hi...
4. Humility<br />A sales person is fortunate to be in the face of repeated failures<br />There is no quicker way and bette...
5. Courageous <br />It takes courage to face, analyze and take home key learning from each failure: what went wrong?<br />...
6. Discipline<br />You can’t expect to reap a crop unless you have done the sowing, feeding, and watering in the right sea...
7. Visualization<br />“WHAT YOU CANNOT VISUALIZE YOU CANNOT ACHIEVE”<br />A good sales person has the goal and its progres...
8. Honesty<br />The honest sales person has the client’s benefit as the utmost priority. This is the only way to gain trus...
Is Honesty the best policy?<br />Even with the best processes the sales team or development team can goof up<br />Either o...
9. Trust <br />A great sales person’s first and foremost role is to build trust with the client<br />An experienced Sales ...
A sale is what you reap when you sow the right trust with the client.<br />“YOU REAP WHAT YOU SOW”<br />10.  Sale<br />
Summary<br />Knowledge Assimilation helps keep sales people up to date<br />Ownership makes sales people effective<br />Hu...
© Geetanjali Dighegeetanjalid@gmail.com http://www.linkedin.com/in/geetanjalid <br />
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10 Things I Learnt In Sales

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This is a presentation is my attempt at consolidating what I have learnt while working for Software Product and Software Service enterprises of small to medium size (less than 500 employees). These are very fundamental, basic tenets that I have found to be true while working in New Business Development Teams in the past 12 years.
Over the years I have conceptualized, implemented, executed various steps in the New Business Development process. This is original work.
© Geetanjali Dighe.

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  • This is a presentation is my attempt at consolidating what I have learnt while working for Software Product and Software Service enterprises of small to medium size (less than 500 employees). These are very fundamental, basic tenets that I have found to be true while working in New Business Development Teams in the past 12 years. Over the years I have conceptualized, implemented, executed various steps in the New Business Development process. This is original work. © Geetanjali Dighe.
  • I opt for a few marketing emails, most of which do not add any value to me. Out of the scores of junk emails I receive, there is one email that was so different that I read it till the end. It was genuine and honest and explained what benefits I could have from a certain service. I receive one email from this person a month. The second one too had ideas on how to buy small profit web businesses. There was NO link in the email. I actually googled this person, landed on his blog and now follow him on twitter. Honesty does not go out of style.
  • This is a presentation is my attempt at consolidating what I have learnt while working for Software Product and Software Service enterprises of small to medium size (less than 500 employees). These are very fundamental, basic tenets that I have found to be true while working in New Business Development Teams in the past 12 years. Over the years I have conceptualized, implemented, executed various steps in the New Business Development process. This is original work. © GeetanjaliDighe.
  • 10 Things I Learnt In Sales

    1. 1. 10 Things I Learnt In Sales<br />
    2. 2. 1. Knowledge Assimilation<br />Over the years great sales people with varied industry backgrounds develop their own unique ways of assimilating knowledge quickly<br />To be a great sales person is to adapt and evolve quickly; e.g. get on board social web to track customers or competition <br />
    3. 3. 2. Ownership<br />A great sales person educates himself/ herself on the solution offered, the options available with the client and WEIGHS his/her solution with respect to them<br />A great sales person JUDGES for himself/herself if the solution adds value to client and how much<br />
    4. 4. 3. Esprit De Corps<br />Very few things are achieved by one single person acting alone<br />A great sales person knows his teammates well. He/ she empathises with their work, life situation, struggles and values<br />A great sales person is a custodian of their faith <br />
    5. 5. 4. Humility<br />A sales person is fortunate to be in the face of repeated failures<br />There is no quicker way and better place way to learn than from interaction with diverse multitude of clients/ prospects<br />
    6. 6. 5. Courageous <br />It takes courage to face, analyze and take home key learning from each failure: what went wrong?<br />A well adjusted sales person uses failures to <br />To improve himself / herself<br />Without anxiety / worry/ pressure and stress<br />Or self doubt / self worth issues<br />
    7. 7. 6. Discipline<br />You can’t expect to reap a crop unless you have done the sowing, feeding, and watering in the right season<br />You can’t expect sales without a disciplined and respectful approach to building and managing your pipeline or funnel<br />A great sales person has a favorite formula of generating leads and has worked out his/her own discipline<br />He / She has a respect for the “system” that he/she has created over time and will keep tweaking it, be it a CRM system, an email that has worked, a favorite “catch line” etc… and will share it<br />
    8. 8. 7. Visualization<br />“WHAT YOU CANNOT VISUALIZE YOU CANNOT ACHIEVE”<br />A good sales person has the goal and its progress on his / her wall / desktop<br />A great sales person visualizes winning<br />
    9. 9. 8. Honesty<br />The honest sales person has the client’s benefit as the utmost priority. This is the only way to gain trust from a client<br />If the sales person is not is not convinced of the value proposition it is very unlikely that the prospect will<br />A great sales person always has an attitude of trying to genuinely help the client in his business<br />
    10. 10. Is Honesty the best policy?<br />Even with the best processes the sales team or development team can goof up<br />Either on the estimates<br />Or on the timelines<br />Or has delivered something other than what client expected<br />A hundred things go wrong sooner than later<br />How honest should you be with the client? (contd on next slide)<br />
    11. 11. 9. Trust <br />A great sales person’s first and foremost role is to build trust with the client<br />An experienced Sales person will have developed the ability to judge<br />When to defend the client<br />When to defend his/her team<br />It is a tightrope walk when one is honest with the client <br /> But a good sales person’s role really is to enable the client to see your abilities such that your eventual follies are overlooked<br />
    12. 12. A sale is what you reap when you sow the right trust with the client.<br />“YOU REAP WHAT YOU SOW”<br />10. Sale<br />
    13. 13. Summary<br />Knowledge Assimilation helps keep sales people up to date<br />Ownership makes sales people effective<br />Humility and Courage will help sales people grow<br />Discipline and Visualization are formula for success<br />Honesty and Trust are non-negotiable values<br />
    14. 14. © Geetanjali Dighegeetanjalid@gmail.com http://www.linkedin.com/in/geetanjalid <br />
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