This document discusses common sales problems and provides advice on how to address them. It notes that there is often a disconnect between sales theory and practice. It recommends truly understanding the customer through market research, identifying decision-makers and influencers, and resonating with the customer's values. It also stresses the importance of preparation, honesty, product knowledge, consistency, and not relying on luck to close deals. The document provides tips for managing customer expectations, focusing efforts, understanding pricing constraints, following up effectively, and owning any delivery failures. The overall message is that sales requires a collaborative process of building knowledge, relationships and trust with customers over time.
2. Common Sales -Problems
Theory Vs Practical
At the end it’s the luck
Customer Expecting too much
Pressure vs Perseverance
Priced too high
Delivery Challenges
Competition from Customers
perspective
Influence the customer to
close
3. Theory Vs Practice
a. Suspect (Market
Understanding)
b. Prospect( Influencer
/Decision Maker)
c. Customer (Pattern of Buying)
d. Key Account
e. See for that Spot ( True
value- Ego not the
product/Service)
f. Identify your own success
style (resonate with values,
systems )
4. Is there Luck!
Market Knowledge/Go with Preparation
for every customer as every customer is
unique
Understand the Value Proposition – In
line with Customer expectations
Be Honest /True/Disciplined(Its ok to
accept what we don’t have )
Like the product/service you sell
(Body/Mind /Soul –Resonance)
Consistency in all the above –Its no what
we do once matters
We become unlucky (If we have gaps in
the above for the customer /Prospect to
turn towards competition)
Example:
5. Expectations Vs Fulfilment
Set right
expectations/Customers can
be more informed
Be realistic
If challenges be the first to
alert the customer
Loop in customer in the
process of execution
Leave that small Impact(
Coffee)
6. Pressure Vs Perseverance
Just do the right thing (Define right thing
properly)
Put 80% of the time in the right account
(Define right account properly /Decision
maker/Potential/Influencer)
Understand demand = F( willingness to
buy , Ability to pay ,Cultural/Values
constraint)-Everyone who is willing to buy
is not your potential customer.
Do few value adds . Its ok to invest time
and giving the customer few reports
Follow up (Disciplined time lines)
Don’t push for closure rather
communicate the value if closed quickly
7. Priced too high!
Be clear on Individual
empowerment to close
deals
Survey- What they don’t
teach in HBS
9. Delivery Issues
Gap between Super
Selling and Delivery
Constraint
Understanding the
competency of the back
end
Understanding the
internal policy constraints
10. Why- He is waiting !
Why- He has been blocked
to vent out!
Why- You be the owner and
listen
Why- You have all chances
to make a bigger Impact
Example :
Volunteer to Disappointed Customer
11. Knowledge first- relationship next-
Business follows
Do just 1 more
Customer gets disappointed at times not
because we don’t deliver but just because
nobody owns the failure
Crisis to an opportunity to regain peak
trust
Make the customers feel guilty by
discipline and process
Sales is a co-creation –Involve the
customers in the process
At the end of the day we are dealing with
humans (Don’t forget emotions)
“Sales Success” – When customers
become good life time friends
My Signature Statements