Doing Multiple things at a time is possible!

              "You cannot stand on two different boats at the same time."This is what we have learnt or heard from our elders,teachers,well-wishers etc.It's absolutely TRUE but not IMPOSSIBLE.I mean that it's very true for most of the cases and most of the people but it's not impossible.It is possible from those people who have the strength and courage to stand on two different boats and yet manage to be safe enough.

            It's actually true that all of us would have done multiple things at the same time atleast once or more in our life.At the same time,we would have failed at it many times.This 'failure' stays in your mind and you feel that doing multiple things is difficult but remembering/keeping in mind,the times you have succeeded doing multiple things at a time will give you a positive feeling about doing multiple things at the same time.

          Multiple things at the same time,example??               

        Well,I will give some examples that involves doing multiple things at the same time.This will make you realize that,'Yes,I can do or have done multiple things at the same time.'

Example: Speaking to someone over phone while riding bike or driving car.Have you done this??If yes,it shows that you have done multiple things at the same time and succeeded(Provided,that you dint meet up with an accident).Let me explain what all do you do at the same time in the above example.Firstly,you are riding bike.Secondly,you are speaking to someone over phone.Speaking obviously involves concentration and attention.When you are speaking and the other person tells something,you imagine or feel or think or realize and hence you give work to your brain.At the same time,you have to pay attention on the road to be safe and your brain again does the work of paying attention on the road.So,clearly your brain had two works and it could do both of them simultaneously and successfully.

              But what actually happens is your mind doesn't think much about this example and instead thinks of examples in which you would have failed doing two things at the same time.This will lower your confidence or make you develop negative feeling about doing multiple things at the same time.A person who has control over mind and only thinks of examples/events in which he had succeeded doing multiple things at the same time,feels that it's possible to do multiple things at the same time.So,it mainly depends on belief,courage and control over mind.

         I conclude by telling that doing one thing at a time is cool and good but doing multiple things at the same time is definitely possible if you have the belief,courage and control over mind.

Thank you for reading.

Vishwesh Wali from India.

Preparation for Ganesh chaturthi

 

         'Ganesh chaturthi' is a Hindu festival celebrated in honor of the god Ganesha.Ganesha is considered to be the god of beginnings and wisdom and also the remover of obstacles.It is one of the Hindu festival which is celebrated with happiness,enthusiasm and mainly with preparation of variety of dishes and sweets.

           Ganesh chaturthi involves installing Ganesha idols or statues in colourfully decorated homes and also in specially erected temporary structures(pandals) in every locality.It definitely needs a humongous preparation on the eve of the festival to ensure that everything goes on amazingly on the day of the festival.

              We friends have been celebrating Ganesh chaturthi from past two years by installing Ganesha idol in decorated pandals near my home.And this year being the third year and tomorrow being the festival,there was a lot of preparation to be done.Firstly,we had to collect monetary contributions from the people in our locality.Luckily,we got some amazing and generous people who helped us by giving large monetary contributions.We also had to order for the pandals,speakers,focus light.I would like to thank my friend Akash who helped us by giving speakers and focus light by their own shop.We had ordered for pandals two days back and it finally got installed in the right place today.

               A very generous friend of ours helped us by contributing the entire money required for the Ganesha idol.So,the important work which was pending was to clean up the area where the idol will be installed and make suitable platform for installation of the idol.So it was time for us to put our heart and soul and keep everything ready for tomorrow.

            As soon as we all finished our dinner,we got on to the field and started working.We being a 'team' was definitely a plus point.We had to do various works like cleaning the floor and then putting on the carpet,making suitable platform for placing the idol and checking the lights.The idol of God Ganesha will be placed tomorrow morning followed by a profound Pooja.Pooja is a prayer ritual performed by Hindus to host,honour and worship one or more deities.

            Finally,we finished all the works and the place is completely ready which will become COMPLETE after placing the idol of Ganesha.It was a wonderful feeling as we all worked so late in the night without any cribbing or unwillingness.We did it with happiness and enthusiasm.This is making me feel wonderful.

          I am also feeling happy and grateful that even after doing all this,i sat down to write my today's blogpost and completed it as well.I wish a happy festival to all Hindus and everyone celebrating 'Ganesh chaturthi.'May god remove all the obstacles in your life and bestow his graces and favours upon you.

Thank you for reading.

Vishwesh wali from India.

Start DOING!!!!

        In our lives we tend to waste more time when we spend more time on thinking or planning but end up not implementing it into ACTION.According to me there is only one solution for this issue.The solution is to 'Start Doing.'

           Dreams become reality when you start doing,irrespective of how much ever you plan or how well you plan.It is the 'Action' that matters.There is a wonderful quote to describe this : "Everyone has the will to win or everyone knows the plan to win but only few have the will to prepare to win."

            Anyone and everyone in this world can dream of big things or speak about it but only few make sure that they DO what they tell.The ones who don't show any progress are those who just speak and don't do anything.There is proverb that suits the above explanation : "Barking dogs seldom bite."Yes,the ones who just speak and don't implement it in action are like barking dogs,which just barks but doesn't bite.

           One main advantage of starting to do something is you save time.Remember,'Time is money.'And also you come to know the merits or demerits of your plan when you start doing.You might sit here and plan to climb Mount Everest by wearing a very thick jacket that helps you withstand the cold,by taking sufficient food etc.But when you start doing or atleast start to know more about it,you will get to know that the oxygen level also decreases as you go up,what if your jacket cannot withstand the coldness which is present at certain heights while climbing the Mount Everest and so on.So I seriously recommend everyone to Start doing.

              What about planning,isn't it necessary?

No,I never told that planning is not necessary.It is definitely necessary.Infact,you cannot do anything without planning.For example,when you want to construct a house and there is no house-plan with you.You might start off but even a slight mistake or a slight variation will leave you perplexed.At the same time,construction with a house-plan will always give you a clear picture of what you have to do and also helps you to easily find out your mistakes and correct them.Planning also saves a lot of time in execution.Hence,planning is completely necessary.What is not necessary is too much of planning.Plan as much as there is a need for it and then START DOING.Because how much ever you plan or how well you plan,it is the RESULTS which matters.

            I had many works in my to-do list,I was thinking what to do and how to do all of them.After thinking for a while I thought let me start doing and it might help me finish everything soon.And it seriously HELPS!!!!!I STARTED writing this blogpost and successfully compiled it.I am happy for the completed blogpost and this definitely increased my confidence and interest to finish all other works.

Hopefully,this blogpost was meaningful and knowledgeable.

Thank you for reading.

Vishwesh wali from India.

Uncovering the Need

           In Sales,some products are definitely needed for survival and hence there is no requirement of making people realize about the need of it.Whereas it is required to uncover the need of certain products/things because people don't realize the need of such products/things.

THERE ARE TWO KINDS OF NEEDS-VISIBLE AND INVISIBLE :

The visible need is where the prospect is aware of the pain or the problem and actively responds to or takes action,without somebody prompting him.These needs are like food clothing and shelter.These are necessities.People go out and purchase them.Price may not be a consideration.

         The invisible need is where the prospect has to be made aware of the gain in owning and pain of not having.When we talk of the profession of selling,we refer to the market segment of the invisible need.This represents the majority of market segment and an opportunity for the selling profession.

          HOW IS UNCOVERING THE NEED USEFUL

Very simple.Uncovering the need is nothing but showing or making someone understand the benefit/profit/joy of having that particular thing and loss/sorrow of not having it.Hence,uncovering the need is important to make people cognizant of essential things in life.

WHY DON'T PEOPLE RECOGNIZE THE NEEDS THAT DO EXIST : 

 There are three main reasons why people don't RECOGNIZE the needs that do exist :

1. Complacence : People resist change.They are complacent with what they have and have a callous attitude for any new thing.They wait for something to break and then their need turns from invisible to visible.One best example is Life insurance,vehicle insurance,health insurance,personality development and so on.

2. Indifference : The 'who cares,''it's not my job,''everybody knows of the problem' attitude.This is a non caring attitude which keeps people unaware of many needs.

3. Ignorance : The prospect does not know that he does not know.He needs to be educated.

I would like to conclude by asking you to uncover the need to make people cognizant about it.

Thank you for reading.

Vishwesh Wali from India.

IU1010 Alumni Meet

                Wow!It was such an AMAZING SUNDAY for all the IU1010 leaders as we had an IU1010 All Seasons Alumni Meet.It means that all the IU1010 leaders of different seasons had met together after a very long time along with our LOVELY and TEREFFIC Mentors.

           Well,for those who do not know about IU1010.IU1010 is a platform in which only ten youths are selected from across the city of Bangalore and are personally trained by International Inspirational Speaker Sujit Lalwani and IU Team.The criteria for getting into this platform is not your marks or height or weight or strength or anything,you just need to have a touch of MADNESS in you.Isn't that amazing???I feel proud that I was MAD enough to get selected for the first season of IU1010.

                Though all the IU1010 leaders of different seasons had not turned up,a decent gathering of around 23 Leaders from all the seasons was present.However,the number din't matter as we had loads of fun.

            Our mentors were completely happy today and they had purposefully not planned any agenda for this meet.They wanted to see how this 'Agendaless Agenda' will unfold.It did happen to be a great event.We recalled our best moments during IU1010.We also got to know about some experiences of leaders from different seasons which we were not aware of.Some of the IU1010 leaders did mimicry of the mentors.We really enjoyed and laughed a lot.Even our mentors enjoyed watching it,they just laughed their heart out.Then we had a photo session,wherein leaders got photographs with their mentors,some IU1010 leaders took photographs with other leaders of different season and so on.

             It was a long time since I had met my mentors and hence I enjoyed meeting them.This meet also made me wear formals and my blazer after a long time.IU1010 used to happen on Sundays and even this meet was today,which is a Sunday.So I believe that SUNDAYS in my life are when there is something related to IU1010.Nonetheless,my SUNDAYS are always truly amazing when I spend it with my parents and my goody friend.

              This Sunday was even more wonderful as I visited my school after a very long period.There was a function to felicitate the achievers in different fields,which was held in our school itself.It is called 'Prathiba puraskara Samarambha',organised by an association called 'Hyderabad-Karnataka Shikshanika hagu Samskrutika Sangha.'I had been to this function as one of my cousin uncle was getting felicitated for his TEREFFIC work in the field of medicine.He is an orthopedician.

            Overall it was an amazing Sunday.May the Sundays in my life be more meaningful and wonderful than this and I definitely like to spend it more with my goody friend.

Thank you for reading.

Vishwesh Wali from India.

I am happy for whatever I am!

           I am feeling very happy and grateful for whatever I am today.I love myself for whatever I am.'If you don't love yourself,who else will love you?'So,first start loving yourself and start being happy for whatever you are.

          Folks,always remember that we all have some or the other special talent in us.We only have to find that special talent in us.Just because you are not good in studies or you are fat or you are thin or you can't run fast or you dint get placed in a company after graduation or any such thing,doesn't mean that you are not good compared to others.YOU are definitely a unique person,all that you need to do is to find that UNIQUENESS in you.Your uniqueness may be studying,running,eating,thinking,caring,loving etc.So,never underestimate yourself by comparing yourself with others in something which you are not good at.Infact,never compare yourself with others,compare yourself with what you were yesterday and that will show your exact position in the race of life.

              Well!!I am happy for whatever I am today and I very much know that this is just the beginning and there is lot more to happen.My profound thanks to my lovely parents,my wonderful brother,my gooody friend,my Tereffic Mentors and my friends for their constant support and encouragement which has helped me become whatever I am today.

          "No one cares about your self esteem,you have to do something before you feel good about yourself."I feel happy that I am feeling good about myself after having done so many things which a person of my age would not have done.But I have thousands of people of my age who have done more than what I have done and that is what makes me keep doing more PRODUCTIVE things to become the BEST.

              I am pursuing my engineering degree and I have done a lot more things than my normal engineering studies and other normal things which 90% of students pursuing engineering degree would have done.First and foremost,I have realized and understood the value of 'TIME' and I love to LIVE each minute of my life to the fullest.I don't feel bad when I miss a movie or when I don't get to go on a bike ride or when I don't get to watch a movie of my choice but I definitely feel very bad when I waste even a single minute of my life.I believe one who has understood the value of time will definitely make his/her life meaningful and worthy enough.

            I was part of an amazing platform called IU1010,a platform in which only ten youths are selected from across Bangalore and are personally trained by International inspirational Speaker-"Sujit Lalwani."I am so grateful that I was one of the ten selected youth in the first season of iu1010.I even won the title of 'Online Superstar.'I have also worked as an 'Ads Representative' for a renowned inspirational e-Magazine-"IU e-Magazine."I also was an ambassador of an wonderful conference based platform called "I3."I3 stands for Influence Inspire Impact.I have also worked as ambassador of an amazing NGO called 36meals.com,which aims at ensuring that people don't waste even a morsel of food and also donate needy people with food.

               I also have understood the value of money at such a young age and have saved a lot of money.I believe that 'a rupee saved is a rupee earned.'So,I would like to say that I have earned a lot of money till now.

            I developed passion for blogging when I was a part of IU1010 and I have been blogging since then.I have successfully compiled more than 200 blogposts till date.

             Above all of these I do something which makes a completely UNIQUE person compared to others of my age-'I DREAM BIG.'I have a dream of owning a bike called Hayabusa worth Rs.20 Lakhs before I pass out of my engineering.I am damn sure that I will accomplish this dream of mine very shortly.I really feel very happy for this unique quality of dreaming big.

           These are some of the things which really make me feel happy and grateful for whatever I am.I love and respect my parents and my family for their love,trust and encouragement.I am whatever I am because of my parents.

              I would love to conclude this blogpost by saying,'Love yourself first and always compare yourself with what you were yesterday.'

        Hopefully,I have done justice to your time which you spent while reading this blogpost.

Thank you for reading.

Vishwesh Wali from India.

Converting features into benefits in Sales

          Always remember that features only describe a product but not benefits.People need or get convinced by the benefits of the product.So,it is very essential to convert a feature into a benefit.

          Convert a feature into a benefit.Does this mean changing the truth of the product??No,it means to describe the feature in the form of a benefit.For example,Speed is a feature,time and money-saving are benefits.I would like to share a few features and benefits

FEATURES                     BENEFITS

Strong/Strength                    Cost saving

Durable                               Safety/Security

Speed                                 Dependability

Big                                     Saves time

Small                                  make money 

Good quality                       Feel good

Accuracy                            Comfort 

Prompt delivery                  Compact 

Latest technology                long lasting 

Online service                     peace of mind

Over the phone service       prestige

Less power consumption    status symbol

                                          Increase productivity 

                                          Eliminate fear or loss

                                          Convenience 

                                          Give pleasure

                                          Give health

The benefits fall in two categories-Either to gain a benefit or to avoid a loss.The following table shows how a particular product or service can be described as gaining a benefit or avoiding a loss.

PRODUCT OR SERVICE	GAIN	AVOID LOSS
LIFE INSURANCE	Gives peace of mind, security	Prevents disaster in case of untimely death
MULTI-VITAMINS	Good health	Illness
COSMETICS	Good looks	Uncertainty as to how you look or smell

Hopefully,this blogpost was meaningful and knowledgeable.

Thank you for reading.

Vishwesh Wali from India.

Questions are the Answers

   
 Yes,I completely agree with the title of my blog-post-"Questions are the answers."Folks,it is very true that questions are the answers.If you don't have questions,there won't be answers.For example,you want to score very well in your exam,say you wanna secure 90%.What is the answer or solution to it??It's by asking yourself some questions-how can I secure 90%? Where do i need to concentrate more? What is the best possible way? How can I manage other things along with studies? And so on.Answers to these questions is the answer/solution for you securing 90% in your exams.Just understand in the above example,you could get answers only by asking questions.Hence,remember that questions are the answers.

             This is true in case of Sales as well.It's always important for a salesperson to ask questions to his prospects,because questions are the answers.Questions are important because,they :

1. Put you in charge or in control of presentation.

2. Uncover the need.

3. Identify the decision-maker.

4. Bring out objections.

5. Find out the buying motive.

6. Can bring more agreements.

7. Can convert a monologue into a dialogue.

8. Can engage and involve the prospect in the presentation.

QUESTIONS TO UNDERSTAND MORE ABOUT THE PROSPECT'S NEEDS AND WANTS : 

1. What would you prefer?(Gets information).

2. What are your thoughts about the new car?(Identifies opinion).

3. What do you think about it?(Gives opinion).

4. How comfortable are you with/do you feel about this?(Gives feeling).

5. Is this what you mean?(Gives clarification or confirmation).

6. Is it important?How crucial is this?(Gets information).

        Questions pertaining to thinking and feeling are equally important,as answers to them reveal to you the prospect's level of interest.

       In conclusion,questioning is a tool and if properly used can be a great asset.If not,it can give a lot of headache.Hence,some important rules for questioning are :

1. Tone-Keep it pleasant,polite and courteous.Too soft night show timidity.Too loud might show aggressiveness or rudeness.A positive thing said in a negative manner has a negative meaning.Positive thing should be said in a positive manner.

2. Body language should be positive.

3. Make it a two-way conversation rather than a Q&A session.

4. As a matter of policy,the salesperson should take permission before asking questions by using these words,'In order to provide you right solutions do you mind if I ask you a few questions?'

           These rules followed while questioning will definitely give positive outcomes.And you will definitely understand how questions used properly can prove to be a asset.

          Hopefully,I justified the title by the end of the blog post.

Thank you for reading.

Vishwesh wali from India

Letter writing related to Sales

        Many times we get confused while writing an official letter.Hence,I would like to share few examples of letter writing related to Sales.I am damn sure that this will help you a lot.

SAMPLE LETTERS:

Letter 1 - A sample pre-approach 

 A real estate person could use the following letter :

Name                                             Date :

Title

Address

Dear Mr/Mrs/Ms _________,

Are you tired of looking for office space?

      Now you can get office space that you can be proud of and which doesn't cost you an arm and a leg.We have recently built new office space at ______ I shall call you next week or ______ and share with you the business opportunity that could be mutually profitable,similar to what we have done for XYZ Company.

Regards,

ABC

Letter 2 - A sample pre-approach

Name                                        Date :

Title

Address

Dear Mr/Mrs/Ms ______,

Your name was mentioned by _____ saying that your company has reached a new benchmark/or your name was mentioned in the newspaper achieving new benchmarks.May I congratulate you on your achievement? Mr____,I am calling from XYZ Company.We have recently come up with a unique machine that can save you 20% of your running costs.I am sure you would be interested in the savings,wouldn't you?

      I shall call you next Monday to schedule an appointment and share ideas that has been helpful to people like yourself.

      I look forward to speaking with you next week.

Regards,

ABC

Letter 3 - A sample pre-approach

Name                                           Date :

Title 

Address

Dear Mr/Mrs/Ms_____,

Most decision-makers feel that if their people have a better attitude,their team work and productivity goes up.I am sure you feel the same way.

      I shall call you next Monday morning to schedule an appointment and share ideas that have been helpful to people like you.Looking forward to speaking with you next week.

Regards,

ABC

Letter 4 - A sample follow-up

Name                                           Date :

Title 

Address

Dear Mr/Mrs/Ms______,

Thank you for your courtesy extended and the opportunity to meet with you.As promised,enclosed are the following pieces of information:

1.

2.

3.

I will call you next Monday to schedule a meeting or answer any questions you may have.

Regards,

ABC

Letter 5 - A sample referral

Name                                            Date :

Title 

Address

Dear Mr/Mrs/Ms______,

This is just a note to thank you for referring XYZ.I shall keep you posted of the outcome.

      Thank you again for your help and consideration.If I can assist you in any manner,please do not hesitate to call.

Regards,

ABC

Letter 6 - A sample for reconfirmation in writing.

Name                                              Date:

Title 

Address 

Dear Mr/Mrs/Ms______,

Thank you for the courtesy extended.I am looking forward to seeing you on _____ (Date),at _____(time).If there is any change,I will appreciate receiving a call from you.If I don't hear from you;I will take this appointment as confirmed.

Regards,

ABC

___________________________________

       Hopefully,this blogpost was meaningful,knowledgeable and helpful.Would love to read comments from you.

Thank you for reading.

VISHWESH WALI FROM INDIA.

Listening is Caring

            There is a lot of difference between Hearing and Listening.Listening is active,hearing is passive.Listening is emotional,hearing is physical.Active listening takes this a step further and goes beyond just the spoken words to looking for hidden messages and recognizing feelings.

              "Listening is Caring."I definitely agree with this phrase because if you are listening to someone,it means he/she is telling something important.When you listen to someone who is speaking something important,it definitely gives the teller a feeling that you respect his words and care for him.Hence,Listening is caring.

            When does a person speak in front of other person??He/she speaks when the other person listens to him and not just hears.Listening is active and definitely means the person is caring for whatever the other person is speaking.And it is obvious that someone feels like speaking to the other person when the other person cares for him and LISTENS his words.

            Never complete the other person's sentence.Show respect.Always have patience and listen to the other person completely,listening completely and not interrupting shows respect.Only when you show respect to a person speaking,a person feels like speaking to you. 

             There are two more things which you must follow when you are listening to someone : 

1. Don't act as if you know it all.Do listen to what the other person is speaking,even if you know about it.

2. And never ever act as if you are doing a favour by listening to someone.Because it makes the person speaking feel offended.Hence,do listen to someone when you have the interest to do so. 

           To share about me-I am someone who listens with interest when a person is speaking and at the same time,I feel very irritated when someone doesn't listen to me/looks here and there when I am speaking.

            Hopefully this blog post was meaningful and knowledgeable.Would love to read your comment on this blog post.

Thank you for reading.

Vishwesh Wali from India.

Rules for Letter Writing

          Start with a very strong opening headline,because if th headline is not attractive,people will not read further.This means,a headline is an advertisement to advertisement,or an announcement.

1. Address from the prospective buyer's point of view.

2. Focus on one major idea at a time.Be specific.(Don't beat around the bush).

3. Go with a logical sequence.

4. Use bullet points to emphasize benefits.Use testimonials for credibility and give proof of your claims.

5. Keep your letters short and brief,preferably half-page by and large.

6. Always proofread and spell-check your letter very carefully.

7. Personalize your letter by checking out the name of the prospect and spelling it properly.

8. Give them a strong reason to talk to you or see you.Make it compelling.

9. Include a brochure if it helps your chances of making the sale.

10. Don't promise something that you cannot do.

11. Close your letter with a call to action,either from your prospect's side or your side.

12. You can ask your prospect to take an action.(Example : please acknowledge this letter.They may or may not acknowledge,but that is immaterial).

13. Informing them that you will be taking an action.These will be vague and loose statements.It does not show seriousness.

For example : I shall call you within three to five days from now.Always specify a specific time period during which you will follow-up.Don't leave it open such as-'I shall call you later to follow up.'

These are some of the major rules of letter writing.Hopefully,it was meaningful and knowledgeable.I will surely add few examples of letters in my next blog post.

Thank you for reading.

-Vishwesh Wali from India.

Call Reluctance and Telephone Calling

          Always remember one important thing in Sales : "No calls = No sales."It means that making calls is a very important part of Sales.It is obvious that there will be rejections when you call to give presentations.This is called "Call reluctance."When you experience call reluctance,you need to move on with the next person in your list.Rejections must never STOP you or reduce the pace with which you had started.Otherwise,this will  lead to INACTION.

           Approximately :

-50% of salespeople quit after first rejection.

-60% quit after the second rejection.

-70% quit after the third rejection.

-80% quit after the fourth rejection.

         Only 20% of salespeople go beyond the fourth call and 80% of sales are made around the fifth closing attempt.No wonder 20% of people are making 80% of sales.

      "Intention without action = Zero result.

        Action without direction = Zero result."

Telephone Calling: This is the major part of Sales.You may not always get the chance to speak directly to the decision-maker.At such times,you must bypass the gatekeeper/Secretary.Here are some general tips to be followed while speaking to the secretary,which will help you reach the decision-maker.

WHEN SPEAKING TO THE SECRETARY:

1. Introduce yourself clearly,by name and company.

2. Don't avoid his questions or mumble and fumble.You have to impress him as well.

3. Be pleasant and courteous,but don't try to be pompous.

4. It is preferable not to ask,'How are you doing?' because it sounds phoney.Don't make it a social call.Be precise and to the point.

5. Don't say it is a personal call,because that would be a lie;you lose your credibility and it irritates the prospect.

6. Don't ask for the person by his first name.

7. Don't read your telephone sales script,because people can tell it is canned.

8. Make your point and be silent for few seconds.Silence puts the pressure on the secretary to put you through.

        Upon fixing the appointment,immediately Reconfirm it in writing.Send an email or fax.Don't call and Reconfirm with the client especially if it is the first appointment.

IDEAS IMPORTANT FOR EFFECTIVE TELEPHONE SKILLS : 

1. Prepare your data one day in advance for your phone calls.

2. Fix the number of calls per hour.

3. Ensure you achieve your hourly target.

4. Prepare your script in advance.

5. Practice your telephone script till it is internalized.

6. Your voice should be pleasant without being over-friendly.

7. Your positive attitude reflects in your tone.Your conviction and belief in your products is reflected in your voice.

8. Be confident but polite.

9. Speak at a pace which is neither too fast nor too slow.Too fast shows nervousness,too slow is irritating.

10. Make sure you only make a presentation to the decision-maker.

11. Practice courtesy and politeness with whoever answers the phone regardless of whether they are the decision-makers or not.

12. Make sure you pronounce the people's names correctly.If you are not sure,ask,'Am I pronouncing your name correctly?' People appreciate your asking rather than hearing their names pronounced wrongly.

13. Keep your telephone call brief and to the point.

      These are the most important things to be followed while making telephone calls.

Hopefully,this blog post was meaningful and knowledgeable.I wish,if that can happen,you take back atleast one important learning from this blog post.

Thank you for reading.

VISHWESH WALI FROM INDIA.

Referrals and Testimonials in Sales

           Referrals means the act of referring someone/something for consultation OR a person who can be referred to.Testimonials refers to people or formal statements testifying to someone's character and qualifications.

ASKING FOR REFERRALS : 

Make asking for referrals a part of your presentation.This will help you reach out more number of people and you obviously will end up giving more number of presentations.In order to get the referrals we must do the following :

1. Establish a good rapport with the client

2. Have a satisfied client.

3. Know how to ask for referrals.

4. Be proactive.

      In case a person is hesitant to give referrals,the salesperson must find out the reason for hesitation.Getting referrals is a matter of earning them,because referrals put the referring party at risk.Hence,the only way to get referrals is to establish TRUST.

TESTIMONIALS :

A Testimonial really gives confidence to the prospect who mentally tells himself :

1. If they could trust the seller,so can I 

2. They must have done their due diligence.

3. If the products are good enough for them,I'm sure they would be good for me too.

4. They must have been satisfies that's why they gave a testimonial letter.

HOW TO OBTAIN A TESTIMONIAL LETTER :

Just asking for one testimonial is a wrong way.To this,client may not turn up.This is because your client's and your priorities are different and he may just forget.

The following approach works well :

1. First,Confirm that the client is totally satisfied.

'Mr.....,do I take it that you are totally satisfied with the solution that we have provided you ? It takes care of your need,doesn't it?

2. 'Could I use your name in case somebody would want to talk to a satisfied client?'

3. 'Just to make it easy I can draft a testimonial letter with your approval or amendments,you can have it photocopies on your letterhead,would that be OK?'

      These are some of the  significant approaches to get a testimonial letter.

Hopefully this blog post was meaningful and knowledgeable.Would love to add more to it,in the future.

Thank you for reading.

VISHWESH WALI-INDIA

Prospecting in Sales

           

 Prospecting is the lifeblood and key to success in sales.Daily prospecting is like sowing seeds everyday.This ensures that you can harvest continuously.Sales professionals who get involved in too many activities,forget or don't have enough time to continuously prospect.That's when problem arise.They go into feast or famine mode.Regardless of how busy a person is today or how well they are doing,if they are looking to achieve good results in selling they must engage in prospecting daily.

        Who is a prospect?
Prospect is someone who meets the following three criteria :
1. A need for your product.
2. Ability to take a decision.
3. Money to buy your product.
If any one of the above criteria is missing,he is not a PROSPECT.

SOURCES OF NEW CUSTOMERS :

1. News media 2. Competitors. 3.Industry association memberships 4.Referrals from partners and existing clients.5.Networking through fraternal organization.6. Telemarketing 7.Direct mailing 8.Advertisement 9.Cold calling 10.Websites and blogs 11.Trade shows 12.E-marketing/Social media.

Existing customers-The best source of new customers is through referrals from existing customers.
These are some of the important sources of new customers.
NOTE : Simply having good intentions doesn't bring business.Good and consistent action brings business.

Signature Presentation : Good Sales professional create a sixty second grabber,or something called a 'trademark' or 'Signature presentation.'Signature presentation is a presentation in which you don't have enough time to give your complete presentation.In such cases,if you you are going to give a long speech,you are losing out.Hence,there is a must to develop an extremely short presentation,comprising of 2-3 attractive statements.Your statements must make the other person saying,'Tell me more about it.'This will increase the probability of closing the sale.Hence,Signature presentations are important.

THE NATURAL MARKET : In Sales,its always important to understand the market.There is something called "Natural Market."Natural market refers to friends,relatives and acquaintances.There are several benefits of contacting the natural market when you are involved in Sales.

I learnt the following benefits of calling them :
1. Getting an appointment from them is relatively easier than getting an appointment from an outsider,
2. When they are buying the same products from someone,so why not from you ?

3 If they don't need your product today,they will atleast know whom to contact when a need arises.

4. Hopefully the relationship will mean providing a better service.
5. Knowing your credibility,they will give referrals more easily even if they don't buy your product now.

      This is some substantive information about 'Prospecting in Sales' that i could provide.Hopefully,it was useful and knowledgeable.
Thank you for reading.
-VISHWESH WALI,INDIA

Sales Presentations

          Presentations are the backbone of Sales.Most sales professionals could multiply their sales if only they made great presentations.A great presentation cannot be fancy packaging alone,it must be substantive.It should be well-planned,structured,customer-focused and solution-oriented.It must move from a general presentation to specific needs and benefits because remember customer don't buy products and services,they buy benefits and solutions.

Presentation Approach :

A good professional uncovers the need by :

1. Getting the prospect involved in a two-way transaction.

2. Showing sincere interest in solving a problem

3. Earning trust

4. Asking questions

5. Active listening-Verbal and non-verbal

6. Uncovering likes and dislikes,preferences and opinions.

7. Creating areas of agreement

8. Re-phrasing and giving feedback to confirm understanding

9. Making some reinforcing remarks or statements.

Presentation Tips : There are some essential tips to be followed while giving a presentation.

1. Go with clear focus and identify your objective.

2. Take a deep breath,relax and speak clearly.

3. Be pleasant and behave naturally.

4. Establish eye contact and smile.

5.Be confident,sincere,honest and courteous.

6. Be proud of your integrity,profession,product and company.

7. Be prepared with all your selling tools and knowledgeable about your product.

8. Keep your presentation to be point,sharp,crisp and brief.

9. Communicate with both emotions and facts.

10. Give facts,not opinion and take notes carefully.

11. Be sensitive to your client'a needs and time constraints.

12. CONVERT FEATURES INTO BENEFITS.

13. Analyse and learn from the questions prospects ask you.

14. Be prepared to handle objections.

15. Give the whole truth and make necessary disclosures.

16. Set standards and benchmarks for your service and turnaround time.Speed is very important.

17. Come through on your commitment and accept responsibility.

      These are the tips to be followed while giving presentations.

Always make sure that there are more number of 'yeses' during the presentation.It simply shows the more agreement you have received.

Hope this blog post was knowledgeable and fruitful.

Thank you for reading.

-VISHWESH WALI,INDIA

The Selling process

             Selling process is very important to be understood by the sales professionals.Here are the steps in selling process and other requirements for selling.There are several steps in a selling process.They are:

1.Planning 

2.Preparation

3.Prospecting

4.Approach-telephone or personal

5.Attention

6.Establishing rapport

7.Presentation

8.Fact-finding

9.Uncovering the need-questioning techniques

10.Creating a want

11.Presenting a solution

12.Trial close

13.Handling objections,if any

14.Reconfirm the answering of the objective 

15.Trial close

16.Closing the sale by signing the order

17.Reinforcing the sale

18.Getting referrals and new business

19.Keeping all your commitments which made the sale

20.Relationship building to build loyalty.

    Preparation is a major step in the process of selling.There is a saying-'When opportunity meets preparation it is called-GOOD LUCK."'Preparation also involves clarity of thought,regarding the purpose of meeting.

        There are two essential things that has to be kept in mind for effective sales.

1.Sales tools and sales aids : Anything that assists you in making your sales presentation effective is called 'Sales tool.'For sales tools to be effective,they must be self-explanatory.It means they should speak for themselves.They should be simple,otherwise they detract.

2.Identify the people that count : Always ensure that you optimize your time by making presentations to the decision maker.Many Salespeople keep making presentations without even finding out who the decision-maker is.Obviously their closing ratios go down.Hence,ensure that you make presentations or talk or deal with the decision maker.This will help your closing ratios go up.

          This is about the different steps involved in selling and other essential things to be kept in mind.

I hope that this blog post was useful to you.

Thank you for reading.

BE HAPPY AND KEEP ROCKING.

-VISHWESH WALI,INDIA

Quality and credibility

          If you want to provide quality and you value your credibility,then live by this philosophy-"Always under-promise and over-deliver."

        Knowledge: The first and foremost attribute that a salesperson must have is knowledge.He must have an excellent knowledge of the product,the company and of how to execute a sale professionaly.As you walk into a prospect's office,you should know:

1. What are the three major strengths of the company and the product range? In absolute terms as well as in comparison to the competition.

2. How does the product work?What does it do?

3. What is your company's business history and philosophy?

4. What are your company's policies regarding:

 a) Guarantees and warranties

 b) Pricing,including negotiation

 c) Minimum quality standards 

 d) Delivery and turn-around time

 e) Reliability and servicing.

Attitude towards customer service : In order to create a level of comfort in clients,it is important to focus on the level of service provided.When the client asks a question,what happens to the client's confidence in you and your organization?Does he feel secure or does it raise doubts in your ability to deliver? It is important to evaluate if you have established your benchmarks and quality standards.Every little thing matters.If it matters,is it really little?What a philosophy to live by!

Evaluate :

1. How quickly do you answer the phone?

2. How quickly do you return phone calls?

3. What is your response time for service and maintenance?

4. What is your response time in case of breakdown?

5. How often are you in touch with your customers?

6. How often do you seek customer feedback to assess satisfaction?

          Most customers,even if they had a problem with you or your product/company,would stay with you,provided they feel that you have a caring attitude and that you make an effort to resolve their problems.

          Hope this blog post will be useful to you.

Thank you for reading!!

BE HAPPY AND KEEP ROCKING!!!!

What Buyers need and want

        Buyer keeps a business running.They pay a salesperson's expenses and they represent a salesperson's income.Buyers are obviously the reason for Sellers' existence.It is crucial for a salesperson to understand buyers' needs because unless they understand them,they cannot meet them.

          Buyers are willing to reward the sellers who meet the following criteria:

1. Positive attitude: People with positive attitude always attract other people like magnet.It is a must for a seller to have positive attitude.

2. Empathy : The ability to understand the feelings/problems is a quality that will definitely attract customers/buyers.'Treat other the way you want to be treated.'

3. Reliability: It shows that you keep up your words and commitments.

4. Dependability: Shows that you are very dependable or trustable.

5. Credibility : Trustworthiness of a salesperson matters a lot.A buyer always approaches a customer who is labeled 'Trustworthy.'

6. Enthusiasm: A smiling attitude and the willingness to go that extra mile to complete the task undertaken will result in customer satisfaction.

7. Knowledgeable : A salesperson must be very knowledgeable.Educate the buyer.Give them enough information about the product and help them take an informal decision.Display your competence.

8. Personalised service: Every individual wishes to have a personal attention.So a seller must always be cognizant that the buyer needs a personal attention.This will definitely make the buyer come to the same seller everytime.

9. A winning principle : This is the principle of always 'Under-promising and over-delivering.'Unexpected pleasant surprises go beyond customer satisfaction.It delights the customer and created a "wow" feeling,resulting in customer loyalty.

10. Good communicator/listener : Be an effective communicator,especially a good listener.One who listens carefully to customer's needs and wants,will definitely satisfy the needs of customers.Communicate to express,not to impress.A genuine salesperson always attracts more buyers.

WHAT ARE THE THINGS THAT BUYERS DISLIKE?

1. Dishonesty.

2. Shabby appearance 

3. Oversized egos 

4. Fast talkers

5. Being pushy

6. Lack of transparency;Unpleasant surprises.

            Hope this blog post was helpful and knowledgeable.

Thank you for reading,folks!!

BE HAPPY AND KEEP ROCKING!!!

Psychology of Selling

          "Psychology of success" is very essential to become a good sales professional.Though a product and it's price matters in sales,the major thing that matters is the psychology of the Seller and the customer.

           A sale will definitely happen when the Seller is able to understand the psychology of the customer and provides suitable solutions to the customer's needs.'Emotional appeal' matters a lot.For example,there are many shops which provide whatever you need but you always prefer a particular shop for particular product.Why is it?One is the definitely the quality.Second is the emotional appeal of the seller in that particular shop that makes you feel like going to the same shop always.So,not only the quality of the product but the emotional appeal of the Seller also matters for a sale to happen.

            Psychology of a buyer : There was one little girl who used to buy a pound of chocolates everyday from one shop.One day,her mother asked her to buy the chocolates from another shop.The girl said,'No mom,I want to buy from the same ship,because I get more chocolates from this shop.'

       The mother couldn't understand her daughter's answer because to her,a pound meant a pound.So she asked,'How do you know that you get more chocolates in this shop?'

        The little girl explained that everytime he put chocolates in the packet,he would always add more after weighing.She always thought that shop owner was giving extra.In the another shop,he would always put more chocolates and take out a few after weighing.So,the little girl thought that the first salesman was giving more chocolates.

          The little girl was getting the same amount of chocolates from both the shops.But,emotionally and psychologically,she felt she was getting more chocolates from the first shop as he was adding more chocolates after weighing.

       This wonderful example clearly shows how important is psychology in Selling,both for the customer and seller.

        An important suggestion to everyone who is into sales."Never give the price without establishing the perceived value."Giving out the price without giving the benefit will send a wrong message.It is misleading and meaningless and may hurt the salesperson.Inadequate information brings rejections.

           This is what I could share about psychology of selling with whatever I have learnt and experienced.I will definitely share more about and add many things to it in the future.

Thank you for reading!

BE HAPPY AND KEEP ROCKING!!!

         

Raksha Bandhan

         

  Hello everyone!I am feeling blessed for whatever I am and whatever I have.Today is an auspicious day for all Hindus as it is 'Raksha Bandhan.'I would like to share about my today's wonderful experience.

         Today is Raksha Bandhan.It is a Hindu festival that celebrates love and duty between brothers and sisters.In this festival,sister ties Rakhi(sacred thread) to her brother's wrist.It symbolises sister's love and prayers for her brother's well-being and brother's vow to always protect her.

           Well,I am blessed to have three amazing and lovely sisters in my life-Smitha wali,Shruthi wali and Shreya wali.They are good,super,awesome,wonderful and whatnot.We don't meet up regularly,but when we meet,our love towards each other is at it's peak.We talk,laugh,share,tease,eat,drink,play,we just enjoy to the core.

              Today was one such special day as we all met and had loads of fun.It will definitely be one of the most memorable days in my life,as we had a fabulous time and also this was the first time when all three sisters were present at the same place and they tied me Rakhi at same place as well.We recalled a lot of our past,laughed at it,compared what we were then and what we are now and many more.I am sure that if we all brothers and sisters sit together,we will fall short of time but not of memories.A splendid day,I would like to thank everyone that made my day so special.

            I am damn sure that we will standby each other and we will always be there for each other in tough times.Tough times doesn't mean I am sad that petrol in my bike got over and I had to reach some place ASAP and I expect my sisters will come to console me.At the same time,I won't go to them and console when they feel depressed after a day full of shopping but have not got what they wanted.Because these are not tough times.These are times which are a bit different from your normal life and you might feel they are tough times,but they aren't.For such times,they are a group of specimens called FRIENDS.Tough times are those when we have no other option/way and we are just gonna break down into pieces.And I am sure at such times we brothers and sisters will be there for each other to make our lives the way it was before,filled with happiness.

              Love you my dear sisters.May god bless you with loads of happiness and growth.Let god not protect you,because we brothers are there to protect you.

           Let our love towards each other be humongous like this forever.And let our bond get STRONGER than the wall built by Ambuja cement.Hahaha!!!!!!

Thank you for reading.

BE HAPPY AND KEEP ROCKING!!

Transactional Selling versus Relationship Selling.

             Transactional selling occurs when on short term,one time transaction,the salespersons' focus is only on achieving that single sale.Whereas,Relationship selling occurs when it is a long term process.The customer becomes a CLIENT in relationship selling and seller becomes a SUPPLIER.

             Sincerity is the foundation of relationship selling.A salesperson who is sincere will definitely build a strong relationship with his customer.Relationship Selling means the following:

1. People buy people first.

2. Then they buy from the people.

3. Later they buy from the company.

            People must feel good with the people they want to buy from.Building and maintaining relationships boils down to basically three broad categories:

1. Behaviour

2. Events

3. Activities or actions

"Building a relationship is a process.Not an event."

            The true objective of a good sales professional is not just to make a sale but to create clients because it takes less effort to retain a customer than to gain a new one.

           If a customer realizes or feels that your input is critical to their success,especially long-term success,your relationship changes into a strategic relationship.A strategic relationship is one where both parties feel that each one is critical to other one's long-term success,and they will work towards helping each other's growth.

         What is 'Zero defect' in selling?

When a salesperson is sincere.Has a caring attitude,responsibility,commitment and pride in performance.This is called 'Zero defect,'where the salesperson delivers to his customer with 100% efficiency.

Two major things to keep in mind for a sales professional:

1. Never forget a customer and never let a customer forget you.

2. Don't take your customer for granted.Always keep in mind that he is being solicited by your competitors.

       Thank you for reading.Be happy and keep rocking.Wish you a great SUCCESS.

"EBOLA"

There is currently an Ebola outbreak putting all of us at risk. Pls help educate all around u by sending this msg to all your contacts..

❓What is EBOLA?

It's a virus that attacks a person blood system:

Ebola is what scientists call a haemorraghic fever - it operates by making its victims bleed from almost

anywhere on their body.

Usually victims bleed to

death.

Ebola is highly contagious;

Being transmitted via

contact with body fluids

such as blood, sweat, saliva,

semen or other body discharges.

Ebola is however NOT AN AIRBORNE VIRUS!

EXTREMELY deadly:

About 90% of people that

catch Ebola will die from it.

It's one of the deadliest

diseases in the world,

killing in just a few weeks.

Untreatable(no cure):

Ebola has no known treatment or cure.

Victims are usually treated for symptoms with the faint hope that they

recover.

❓How Do I Know Someone has Ebola?

•Fever

•Headache

•Diarrhoea

•Vomiting

•Weakness

•Joint & Muscle pains

•Stomach Pain

•Lack of Appetite

Protect Yourself:

•Wash Your Hands

with Soap

Do this a lot. You can

also use a good hand

sanitizer. Avoid

unnecessary physical contact with people.

■Restrict yourself to food you prepared yourself.

■Disinfect Your Surroundings

The virus cannot

survive disinfectants,heat, direct sunlight,detergents and soaps.

Clean up!:

•Fumigate If you have Pests.

•Rodents can be carriers of Ebola.

•Fumigate your environment & dispose off the carcasses properly!

•Dead bodies CAN still

transmit Ebola. 

•Don't touch them without

protective gear or better yet avoid them altogether.

Protect Yourself:

•Use protective gear if you

must care or go near

someone you suspect has

Ebola.

Report:

•Report any suspicious

symptoms in yourself or

anyone else IMMEDIATELY. 

Do not delay!

Educate Everyone:

•Tell your neighbours,

colleagues and domestic

staff (anyone really). Basically you're safer when

everyone is educated...

Mental Conditioning

          Mental conditioning is done through a process of auto suggestion and Visualization.Mental conditioning is generally practised more by sportsmen,which will help them boost their confidence and spirits.

          What is Visualization?

Visualization is the process of forming a mental picture.Mental picture triggers emotions and feelings.Mental picture means the picture you imagine or visualise in your mind.It means that good pictures create good feelings,positive pictures create positive feelings.The pictures of success translate into success in life.Hence,Visualization helps you achieve great things in life.It can also be said that your Visualization determines what you get in life.

            Auto suggestions are positive statements of the kind of person you want to be or kind of things you want to do.You can write these statements and read them daily,preferably twice.

For example,to get rid of anger.Auto-suggestions are :

I am relaxed.

I am cool,calm and collected.

Make sure that the auto-suggestions are not in future tense,it must be in present tense.

Read them twice a day,once in morning when you wake up and at night before going to bed.

1. When you wake up in the morning,the body is rested,the mind is relaxed and sub-conscious is receptive.You feed your mind with positive messages and it sets the tone for the entire day.

2. When you feed your mind with positive information as the last thing at night,it works throughout the night.

        This is about "Mental conditioning."Hope it will be of some help to you at some or the other point in your life.

Thank you for reading!

Self image and Self esteem

          Self image is the way we see ourselves and Srlf esteem is the way we feel about ourselves.A person rocks his life when he has a positive self image and positive self esteem.

           It is very important to have a positive self image and a positive self esteem.Having a positive self esteem and self-image makes us walk confidently,and with energy.But negative self-image and self-esteem makes us drag ourselves and our self-doubts are reflected in Oye behavior.

           Many successful people have positive personality which is reflected in their self confidence and the aura around them.They have self-respect coupled with humility.Success is always dependent on your attitude.Hence,a positive self-image and self esteem leads you to success and negative of it,will lead you to failure.

          Thus,I conclude by telling that it's very essential to have positive self-image and self-esteem to LIVE your life.Otherwise,you will just be leading your life.

 Thank you for reading!