To sell is Human

True is it not?

The only thing you got in this world is what you can sell. And the funny thing is, you're a salesman, and you don't know that - Arthur Miller

Have you ever thought about it?

Irritation is challenging people to do something that we want them to do.

Agitation is challenging them to do something that they want to do.

You don't have the information uphand anymore!

Caveat emptor to caveat venditor (information transparency)

How to be?

ABC?

ABC - always be closing no more applies

ABC is now attunement buoyancy and clarity

Attunement

Attunement - power, empathy and chameleonsReduce your power to increase empathy. E experiment and bad restaurant experiment.

Important to be a perspective taker - middle path of empathized and power rusher

Who are the best sales folks?

Ambivert - not extrovert, not an introvert - a balance for sales

In a conversation:

"Where are you from?"as an opening question to open the floor

Find uncommon commonalities

Jeff Bezos' empty chair in a meeting - think about her - the customer, in that chair. Helps attunment

Buoyancy

Buoyancy - art of facing rejection and bouncing back.

First thing is self interrogation before prepping rather than assertion or negativity (makes you think, strategize, hence prepare for execution)

"No sale, but I think there is going to be an opportunity next time"

To really figure the problem, send yourself a rejection letter - write it

Clarity

Be a problem finder than a solution finder - you will succeed more

As a sales person you earlier had more info and hence access to information, but today you must curate information. Earlier you as a salesperson had to answer questions, today you must ask questions

The biggest question to ask is "compared to what?"

Sell not the leather on the car, but the experiences and ability of visiting new places, visit old friends, and add to a book of memories. Sell an experience not a moment

Clarity

Being honest about the existence of a small blemish can enhance your offerings true beauty

Clarity on how to think without clarity on how to act can leave peeve unmoved

How to curate information? Seek, sense, share

Five why's

What to do?

Pitch

Pitch - the catcher and the buyer, both should participate - like Hollywood, script writers and producers

Listen to your pitch, can be painful, but is a great way to improve

Pitch : For Marketing

For marketing and enterprise push sales:One word pitch

Question pitch

Rhyme pitch

Twitter pitch

Subject line pitch

Pixar pitch

What do you want them to know?

What do you want them to feel?

What do you want them to do?

Improvise

a. Hear offersb. say yes, andc. Make partners look good

a. Hear offers

"Is anyone anywhere taught how to listen? How utterly amazing is the general assumption that the ability to listen well is a natural gift for which no training is required. How extraordinary is the fact that no effort is made anywhere in the whole educational process to help individuals learn how to listen well."

Opposite of talking is not listening, it's waiting, where we are half listening and half waiting to answer the next part, and do a bad job of both.

Attunement will only come when you listen

b. say Yes, and

Yes, but vs yes, and (positivity = buoyancy)

*a session of saying organizing an alumni session, with yes, but and yes, and

c. Make partners look good

Win/win in this caveat venditor world

3. Serve

Make it personal and purposeful

Read all case studies, ask for stories of how customers were impacted and make part of training - will make sales folks who can share stories do much better.

Upserve not Upsell

Up serving and no upselling - doing more for the other person than he expects or you initially intended, taking an extra step that translates from a mundane interaction to a memorable experience

Anytime you're tempted to upsell. stop. Up serve instead. Don't try to increase what they can do for you, but elevate what you can do for them.

Finally, ask yourself

Being a sales servant, and after the person has bought, will his/her life improve?

Will you have made the world a better place?

Exotel way of sales?

Listen

Question

Attune & take perspective

Serve

If you're SaaS, let's connect

I am @vijaysw

Building a SaaS business in India called @exotel www.exotel.in

Would love to help you in anyway possible