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.

1. By
Prabhu Swaminathan
https://www.linkedin.com/in/prabhuss
Sales –It’s a co-creation
of experience

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

8. Use right technique
 Calls
 Emails
 Style
 Network
 Forums
 Lead Channels

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

12.  Thank U