Sales Challeges.

Challenge in retaining client and acquiring new account.
Today managing old account is biggest challenge for company as well as for sales guy. Acquiring new client, servicing and delverying the result and making them key account for company is biggest challenge. Sales person go through various hard phases to retaining and making them key account. some of the problem faced by them are:

• Understanding needs and requirement of client because client will alway require best of the best service in given amount and if not able to deliver then chances of loosing client will be there.
• Given resources by company may be satisfy their need sometimes but most of the cases not able to satifies then managing balance is big headache.
• Key issue to be sort out immediately.

How to avoid such situation?

• Alway sell what you have clear all doubts in the mind of client and do not agree just in order to bring client on board.
• Be prompt in your service to the client.
• Try to understand his requirement in and out thoroughly.
• Be transparent to client and company, it will help you manage great balance between both.
• When you are doing some efforts for client you should acknowledge him about the efforts and activities.so end of the day client will not blame you or your services.
• Promise only things which you can deliver.
• Try add value to your services by doing various activities for client.

Whenever you acquire some business for company try to convert that account as a key account for company business will automatically come to you.


HAPPY SELLING!

Make yourself Brand - Sell Yourself

Before you can even think about selling products – information or otherwise – you need to first sell yourself. Now I’m not talking about becoming a snake oil salesman that talks the talk and walks the walk but is only looking to sell the product that makes him the most commission and has no regard for you the customer. Selling yourself is about building rapport, creating real connections, listening to the wants and needs of your customers and then providing the right solution for their specific problem. The process itself is quite simple. Nothing really unique or innovative here. What makes selling yourself so unique is that few people will actually stick with the steps needed to build authority and have enough influence to sell without being slimey. To stand out, really stand out, you need to sell yourself in a way that nobody else can. Sales is sales no matter if it is online, consumer, business, telesales, job interviews or talking to girls. The process can be taken and applied to any number of different opportunities. If you’re working for the man then you can sell yourself to get a promotion, make more money selling more products or just influence the hot girl in accounting to get that date you’ve always wanted. Here are five unique ways to start selling yourself right now and getting what you want from life by being open, honest and passionate. Be you. The best way to do anything is your way. Start selling yourself to the right people by being yourself. You will then meet people that relate to you, understand what you’re saying and you’ll be more able to provide a product to solve their pain if you have – or have had – a similar pain.Furthermore, you will find that it is so much easier to relate with people and build real rapport by just being yourself. It requires less effort on your part and your customers will see you as an authentic and genuine person – making it far easier to sell to them later. Share yourself. I had a fantastic comment on a post about improving your innovation by Henri from the Wake Up Cloud that inspired this post. To be unique, stand out and sell yourself you have to share your mistakes. Share your successes. Share your failures. Share everything!There will always be someone out there who can relate to what you’re saying and the best way – the only way – to connect with them is by just sharing who you are. Ever had a salesman tell you “I’ve actually got one [the product] myself and it’s brilliant!”? Believe you’re worth selling. You have to be sold on yourself if you ever intend to sell yourself to others. Being confident and comfortable as you usually takes some time – it’s not an overnight fix. Here are a couple of ideas to get the ball rolling: No more complaints. Once you stop complaining about things – including yourself – the glass suddenly seems half full again. It’s a wonderful way to discover how much potential you have as a person. Do something outrageous (for you). Talk to a random hot girl in line at the movies or sing loudly in public for no apparent reason. Push your thresholds and be uncomfortable. You will soon start to see that you’re an awesome person. Meditate. I’m not talking about sitting cross legged and repeating “ohmmmmm” for ten minutes. What I’m talking about is quiet reflection focusing on nothing but your breathing to allow all the chaos and negativity to leave your mind and body. You’ll be instantly happier. Ask questions, and listen! Building rapport with your boss, your customers and the hot girl in accounting is as simple as asking them questions and listening to the answers. This is how you build real, honest relationships with people. Ask someone an open question about a product/service/hobby/whatever that they are interested in and then sit back and listen to them talk your ear off about it.It’s worth emphasising the listening part again too. Once you’ve listened to their pains, you’ll be able to provide them with a solution. Whether that’s a product that solves their pain or a meal for the hungry girl in accounting, you’ll be better equipped to offer them exactly what they need. Smile. You can instantly change your mood, and the mood of someone else with a smile. You’ll find that people are much more open, honest and responsive to you if you are a friendly and approachable looking person.Online you can’t smile through a computer but you can talk in way that lets people know you’re a happy-go-lucky type of guy/gal. If all else fails; take your pick – :) :D ;) One final tip: Don’t be afraid of offending people or losing customers because of who you are. Learn not to worry about what others think because as the old cliché goes; “Those who mind don’t matter and those that matter don’t mind.” You’ll find your peers if you just continue to be open and honest. Just be you.

Marketing Vs Sales

Let's think about this question for a moment. Without marketing you would not have prospects or leads to follow up with, but yet without a good sales technique and strategy your closing rate may depress you.

Marketing is everything that you do to reach and persuade prospects. The sales process is everything that you do to close the sale and get a signed agreement or contract. Both are necessities to the success of a business. You cannot do without either process. By strategically combining both efforts you will experience a successful amount of business growth. However, by the same token if the efforts are unbalanced it candetour your growth.

Your marketing will consists of the measures you use to reach and persuade your prospects that you are the company for them. It's the message that prepares the prospect for the sales. It consists of advertising, public relations, brand marketing, viral marketing, and direct mail.

The sales process consists of interpersonal interaction. It is often done by a one-on-one meeting, cold calls, and networking. It's anything that engages you with the prospect or customer on a personal level rather than at a distance.

Your marketing efforts begin the process of the eight contacts that studies show it takes to move a prospect or potential client to the close of the sale. If marketing is done effectively you can begin to move that prospect from a cold to a warm lead. When the prospect hitsthe"warm" level it's much easier for the sales professional to close the sale.

Do you see the cycle?

As you see in my explanation above it takes multiple contacts using both sales and marketing to move the prospect from one level to the next. That is why it is import that you develop a process that combines both sales and marketing. This will enable you to reach prospects at all three levels; cold, warm, and hot. It's all about balance.

Are you unsure of how to integrate your marketing and sales?

Try this. Take a few moments and divide your prospect lists and database into categories of cold, warm, and hot leads. Then sit down and identify a strategy on how to proceed with each individual group.

For example you could try the following methods of contact:

• Cold Lead Strategy - Send out a direct mailing or offer them a special promotion
• Warm Lead Strategy - Try a follow-up call, send out a sales letter, or schedule a special seminar or training session to get all of your warm leads together.

Once you've moved your prospect to the "warm" level it's time to proceed in closing the sale. This will be easier to do if you somehow engage the prospect. You can do this by conducting a one-on-one call, make a presentation, or present a proposal, estimate, or contract.

What if you are uncomfortable with the sales or marketing process?

An alternative that often proves successful is to partner with someone that possess the talents that you feel you lack in. You can do this by creating a partnership, subcontracting, or hiring in that talent.

Remember the key to success in marketing and in sales is balance!

Giving incentives to sales force, why not to your customers.

I came across many b2b clients in my career, i observe common charaterstics that when we give best service to our client they will not hesitate to give you more business. But going one step forward if you provide some type of incentives to your client they definitely give good reference where you can easily close the deal or sometime client only convince them. But beware its not applicable for all type of client. Incentives may be monetary or some kind of gifts or excellent service(above expectation). So we need to judge client and it can be possible when you interact more and more, understanding their needs and want.

  

Marketing concept

Marketing is the process used to determine what products or services may be of interest to customers, and the strategy to use in sales, communications and business development It generates the strategy that underlies sales techniques, business communication, and business developments. It is an integrated process through which companies build strong customer relationship and create value for their customers and for themselves.

Marketing is used to identify the customer, satisfy the customer, and keep the customer. With the customer as the focus of its activities, marketing managenment is one of the major components of business management. Marketing evolved to meet the stasis in developing new markets caused by mature markets and overcapabilities in the last 2-3 centuries. The adoption of marketing strategies requires businesses to shift their focus from production to the perceived needs and wants of their customers as the means of staying  profitable.

The term marketing concept holds that achieving organizational goals depends on knowing the needs and wants of target market and delivering the desired satisfactions. It proposes that in order to satisfy its organizational objectives, an organization should anticipate the needs and wants of consumers and satisfy these more effectively than competitors.