In today’s fast-paced and competitive business landscape, every entrepreneur, manager, or executive faces challenges that require innovative thinking, adaptability, and the ability to make critical decisions. While formal education and experience can undoubtedly provide a strong foundation, the journey to success often demands more than just textbook and day to day work knowledge. This is where business coaching comes into play, offering invaluable guidance and support to help individuals and organizations reach their fullest potential. 

Understanding Business Coaching

Business coaching is a collaborative and transformative process that involves a trained professional, the business coach, working with individuals or teams to enhance their skills, mindset, and performance. The primary objective of business coaching is to bridge the gap between where a person or company is and where they want to be, both personally and professionally. 

Coaches help clients identify their strengths and weaknesses, set realistic and achievable goals, and devise action plans to maximize productivity and overcome obstacles. Unlike consultants who provide specific solutions or advice, business coaches focus on empowering clients to find their own solutions by asking thought-provoking questions, providing objective feedback, and fostering a supportive environment. 

The Role of a Business Coach

A skilled business coach plays a multifaceted role in an individual’s or organization’s growth journey. Here are some of the key aspects of their role: 

1. Goal Setting: Coaches work with clients to clarify their objectives, both short-term and long-term. By setting clear and measurable goals, the coach helps clients stay focused and motivated. 
2. Accountability: A business coach holds clients accountable for their actions and commitments. This accountability fosters a sense of responsibility, encouraging clients to stay on track and take ownership of their progress. 
3. Skill Development: Business coaches identify areas where clients can improve their skills and competencies. They may offer targeted training or resources to enhance performance. 
4. Mindset Shift: Coaches often help clients challenge limiting beliefs and develop a growth mindset. A positive and open mindset can lead to increased confidence and resilience in the face of challenges. 
5. Communication and Leadership: For leaders and managers, business coaches assist in developing effective communication and leadership styles. This can improve team dynamics and overall organizational culture.
6. Problem-Solving: When businesses encounter roadblocks or complex issues, coaches can facilitate brainstorming sessions and guide clients towards innovative solutions. 
7. Work-Life Balance: Business coaching also delves into the personal aspect of an individual’s life, helping them achieve a healthy work-life balance. This ensures that personal well-being doesn’t get compromised in the pursuit of professional success. 

Benefits of Business Coaching

The advantages of business coaching are far-reaching and can positively impact individuals and companies alike. Some of the significant benefits include:

1. Enhanced Productivity: By streamlining processes, improving time management, and fostering efficient work habits, coaching can significantly boost productivity.
2. Improved Decision-Making: Coaches assist in developing critical thinking skills, allowing clients to make better-informed decisions and solve problems effectively.
3. Increased Self-Awareness: Business coaching encourages self-reflection, leading to a deeper understanding of strengths, weaknesses, and areas for improvement.
4. Heightened Confidence: As clients achieve their goals and witness progress, their confidence and self-assurance naturally grow.
5. Better Leadership: For executives and managers, coaching can lead to improved leadership skills, which positively impact their teams and overall organizational performance. 
6. Innovation and Adaptability: Coaches stimulate creativity and innovation, encouraging clients to adapt to changing market trends and seize new opportunities. 

Conclusion

In a world where businesses are continually evolving, and the competitive landscape is constantly shifting, the importance of business coaching cannot be overstated. Whether you’re an aspiring entrepreneur, a seasoned executive, or a company striving for growth, partnering with a skilled business coach can unlock your true potential and pave the way to success. Through goal-setting, skill development, mindset shifts, and personalized support, business coaching empowers individuals and organizations to thrive and flourish in today’s dynamic business environment. So, embrace the power of coaching and embark on a transformative journey towards excellence. 

The post Unlocking Business Growth: The Power of Business Coaching first appeared on Motivus.

It is a skill that seems easy or basic but it’s difficult to consistently practice right. And this is the reason most of the salespeople are unsuccessful to build rapport and sell over the phone.  

Since early on in my career, I was fortunate to organize telesales war rooms where all my team members used to compete in a structured way to close sales.  

After reflecting on the real experience of selling over a decade, I could list down the top 10 telesales or telemarketing tips for sales training in Singapore that helps my participants every time to close sales almost immediately.  

If you consistently practice them by making it an indispensable part of your sales process, I am sure you will see tremendous success. 

So, are you ready?  

Let’s go… 

Here are the top 10 tips you need to practice consistently to succeed in sales:

1. Voice: 

It’s estimated that in any telesales, about 75% of people will only respond well because of your voice – so work on your voice – make it sound appealing and pleasing. 

When it comes to voice, you must focus mainly on these 3 elements: 

• Tone: Your tone needs to be confident and professional. Don’t make it sound robotic or scripted. Also, avoid using jargons and slangs.  

• Pace/Rate: Keep the pace of your voice medium. Don’t keep it too slow or too fast as you don’t know how fast your prospect or customer can process the information you are sharing.  

• Volume: Keep the volume easily audible. Neither make it too low that your customers start focusing on something else nor make it too loud that their eardrums start to pain.  

2. Choice Of Words: 

It is estimated that about 25% of your customers will respond well because of your choice of words. 

Your choice of words should be positive, uplifting and inspiring.  

For example, if you are in a business of property or mortgage sales, say: 

Congratulations on even starting to think of buying a property. An asset for yourself and your family. 

3. Physical Environment: 

You must keep the physical environment quiet and distraction free for your call.  

Avoid any background noise/sound that will disturb not just you but also your customer. Create a distraction free environment away from people moving around, email or text message popping up, phone ringing, etc. 

I urge sales leaders to provide quiet and distraction free environment to their team in all my sales leadership programs in Singapore. 

4. Body Posture: 

Keep your body straight yet relaxed.  

If your body is bent, your phone plugged between your head and shoulder, etc. your voice will be impacted. You won’t sound professional and confident.  

5. Facial Expression: 

Your facial expression must be relaxed, smiling and cheerful. 

Always smile when you are talking as it will put a smile in your voice too.  

6. Breath: 

Keep your breath slow and steady.  

This will help you avoid stammer and fumble.  

Take 1-2 deep breaths before starting your call.  

7. Visualize Your Call: 

This is my favourite. This was one of the secrets to my sales success. I emphasize on this in all my Sales Manager’s Training. 

Visualize you are sitting in front of your customer and talking. This will automatically make you give your best. Your voice, choice of words, body posture, facial expression, and breath will be at your best. 

8. Parent-Parent Level: 

Communicate at ‘Parent-Parent level’ not ‘Parent-Child level’.  

You are an expert in your field and your customer needs your guidance. They will feel they are talking to the right person if you talk to them on a parent-parent level.  

Use your customer’s first name while communicating and keep it consistent on all the calls, emails, and SMSs.  

9. Ask Relevant Questions: 

Ask questions for clarity and more information.  

But ask only relevant questions, less is more, otherwise you will lose trust of your customer.  

10. No Eating Or Drinking: 

Don’t assume since your customer can’t see you, you can eat or drink on the call and they won’t understand.  

Many telesales professionals make this mistake. The moment you take a sip of your drink, the sound of the gulp will hit ears of your customer. And they will know you are not serious about them. You will lose the deal. So never do that.  

About the Writer: 

Amit Prakash is a trainer specializing in Sales Training Programs in Singapore.   

Before founding his company @Motivus Consulting, he learned, performed, led, and trained in global organizations across different countries and continents.  

Amit is passionate about integrating Sales and Customer Service to create positively memorable Customer Experience and significant Business Results for his customers.   

He is also one of the sought-after Sales Speakers in Singapore.  

Amit is well known for his bespoke sales training courses in Singapore. 

The post 10 Top Telesales Tips to Close Sales Immediately first appeared on Motivus.

What is Customer Service Culture?

Customer Service Culture is an organization-wide practice of everyone taking action to add value for the betterment of customers..

It is irrespective of department or hierarchy.

Why Customer Service Culture?

Why it is important?

Customer Service Culture is important to ensure customer service is brought to life across the organization so that customers experience uniform service at every stage of their experience, without any gaps.

The post Customer Service Culture first appeared on Motivus.

What, Why and How

What is Customer Service?

Customer Service is taking action to add value for the betterment of a customer.

Why Customer Service?

Why Customer Service is important?

Why do we serve customers?

Based on our brand promise, a customer puts trust in us, buys our product and service, and builds an expectation.

Now Customer’s life at least temporarily revolves around this expectation and it’s our responsibility to bring the promise to life and live up to the customer’s expectation with genuine service. This is Why we serve.

𝐇𝐨𝐰 𝐭𝐨 𝐩𝐫𝐚𝐜𝐭𝐢𝐜𝐞 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐒𝐞𝐫𝐯𝐢𝐜𝐞?

To ensure customers are served uniformly as per brand promise without missing any customer touchpoint, we divide Customer Service practice in

𝟒 𝐬𝐭𝐚𝐠𝐞𝐬: 𝐏𝐫𝐞-𝐚𝐫𝐫𝐢𝐯𝐚𝐥, 𝐀𝐫𝐫𝐢𝐯𝐚𝐥, 𝐃𝐮𝐫𝐢𝐧𝐠 𝐒𝐭𝐚𝐲 𝐚𝐧𝐝 𝐃𝐞𝐩𝐚𝐫𝐭𝐮𝐫𝐞

Now let’s understand each stage one by one:

𝐒𝐭𝐚𝐠𝐞 𝐍𝐨. 𝟏 – 𝐏𝐫𝐞-𝐚𝐫𝐫𝐢𝐯𝐚𝐥:

Here comes 𝐒𝐞𝐫𝐯𝐢𝐜𝐞 𝐑𝐞𝐜𝐫𝐮𝐢𝐭𝐦𝐞𝐧𝐭 𝐚𝐧𝐝 𝐎𝐫𝐢𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧 – this is the preparation stage. A well-prepared team with passion serves well.

𝐒𝐭𝐚𝐠𝐞 𝐍𝐨. 𝟐 – 𝐀𝐫𝐫𝐢𝐯𝐚𝐥:

Here comes 𝐖𝐞𝐥𝐜𝐨𝐦𝐞 𝐒𝐞𝐫𝐯𝐢𝐜𝐞 – this stage is an opportunity to create a great first impression with service.

𝐒𝐭𝐚𝐠𝐞 𝐍𝐨. 𝟑 – 𝐃𝐮𝐫𝐢𝐧𝐠 𝐒𝐭𝐚𝐲:

Here comes:

A. 𝐒𝐞𝐫𝐯𝐢𝐜𝐞 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧

Where we ensure relevant service information is communicated well to everyone to serve well.

B. 𝐔𝐧𝐢𝐟𝐨𝐫𝐦 𝐒𝐞𝐫𝐯𝐢𝐜𝐞 𝐃𝐞𝐥𝐢𝐯𝐞𝐫𝐲

Where we ensure employees in every area provide same the level of service.

C. 𝐒𝐞𝐫𝐯𝐢𝐜𝐞 𝐑𝐞𝐜𝐨𝐠𝐧𝐢𝐭𝐢𝐨𝐧

Where we ensure employees are recognized and appreciated for delivering memorable service.

𝐒𝐭𝐚𝐠𝐞 𝐍𝐨. 𝟑 – 𝐃𝐞𝐩𝐚𝐫𝐭𝐮𝐫𝐞:

Here comes

A. 𝐒𝐞𝐫𝐯𝐢𝐜𝐞 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤

Where we ensure to receive both positive and constructive service feedback.

B. 𝐒𝐞𝐫𝐯𝐢𝐜𝐞 𝐄𝐯𝐚𝐥𝐮𝐚𝐭𝐢𝐨𝐧

 Where we ensure to evaluate customer feedback based on the brand promise.

C. 𝐒𝐞𝐫𝐯𝐢𝐜𝐞 𝐑𝐞𝐜𝐨𝐯𝐞𝐫𝐲 𝐚𝐧𝐝 𝐂𝐨𝐦𝐦𝐢𝐭𝐦𝐞𝐧𝐭

Where we ensure to do service recovery for falling short in customer expectation and commit to living up to their expectation in future.

D. 𝐒𝐞𝐫𝐯𝐢𝐜𝐞 𝐔𝐩𝐠𝐫𝐚𝐝𝐞

Where we ensure to upgrade our service based on customer feedback.

This is how we should ensure to practice Customer Service in order to avoid missing any Customer Service touchpoints.

The post Customer Service first appeared on Motivus.

What is Customer Experience?

Customer Experience is the overall impact of a brand on a customer from its promise to delivery across 4 stages of Pre-sales, Sales, Customer Service and Customer Feedback management.

What are the four stages of Customer Experience?

Four stages of Customer Experience are:

1. PRE-SALES

In this stage, based on the product or service, the Brand and Marketing team makes a promise to its customers.

2. SALES

In this stage, the Sales Team brings the promise to life, makes a sale, and re-iterate that the same promise will be lived by the Customer Service or operations team.

3. CUSTOMER SERVICE

In this stage, the Customer Service team lives the same promise without any gaps.

4. CUSTOMER FEEDBACK

Finally in this stage, the Customer Feedback team which includes Pre-Sales, Sales, Customer Feedback, and Leadership team ensures to understand that customers are experiencing the same promise offered by the brand without any gap or breach in between the customer journey by collecting feedback and acting on them.

THANK YOU

The post CUSTOMER EXPERIENCE first appeared on Motivus.

A. SALES PREPARATION

1. GROOMING

While doing 𝐒𝐚𝐥𝐞𝐬 𝐏𝐫𝐞𝐩𝐚𝐫𝐚𝐭𝐢𝐨𝐧 for “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤”, 𝐆𝐫𝐨𝐨𝐦𝐢𝐧𝐠 becomes the first and foremost important activity to follow.

Since you need to target passers-by who are mostly unknown to you, your well-groomed appearance will help you attract them. Good grooming makes you look professional and likable to talk to.

It’s human nature to feel good and comfortable to talk to people who have a clean and tidy appearance. Grooming will help you achieve that.

These are some of the key grooming tips:

𝟏. 𝐂𝐥𝐞𝐚𝐧 𝐚𝐧𝐝 𝐰𝐞𝐥𝐥-𝐢𝐫𝐨𝐧𝐞𝐝 𝐮𝐧𝐢𝐟𝐨𝐫𝐦

𝟐. 𝐍𝐚𝐦𝐞 𝐭𝐚𝐠

𝟑. 𝐌𝐚𝐤𝐞-𝐮𝐩, 𝐢𝐟 𝐫𝐞𝐪𝐮𝐢𝐫𝐞𝐝

𝟒. 𝐖𝐞𝐥𝐥-𝐭𝐫𝐢𝐦𝐦𝐞𝐝 𝐡𝐚𝐢𝐫, 𝐧𝐚𝐢𝐥𝐬, 𝐦𝐮𝐬𝐭𝐚𝐜𝐡𝐞, 𝐚𝐧𝐝 𝐛𝐞𝐚𝐫𝐝

2. SAFETY AND SECURITY

Next step in 𝐒𝐚𝐥𝐞𝐬 𝐏𝐫𝐞𝐩𝐚𝐫𝐚𝐭𝐢𝐨𝐧 for “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤” is 𝐒𝐚𝐟𝐞𝐭𝐲 𝐚𝐧𝐝 𝐒𝐞𝐜𝐮𝐫𝐢𝐭𝐲.

For ease of understanding and practicing, we have divided 𝐒𝐚𝐟𝐞𝐭𝐲 𝐚𝐧𝐝 𝐒𝐞𝐜𝐮𝐫𝐢𝐭𝐲 into 𝟑𝐏𝐬:

𝟏. 𝐏𝟏: 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥

𝟐. 𝐏𝟐: 𝐏𝐫𝐨𝐝𝐮𝐜𝐭

𝟑. 𝐏𝟑: 𝐏𝐞𝐫𝐜𝐞𝐩𝐭𝐢𝐨𝐧

Now, let’s discuss them one by one.

𝟏. 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥: It is important to maintain personal safety. Here are the key activities to ensure good personal safety:

a. Maintain personal hygiene b. Wear a mask and gloves (keep spare for customers)

c. Maintain good health through meditation, exercise, yoga, healthy food, etc.

𝟐. 𝐏𝐫𝐨𝐝𝐮𝐜𝐭: Next is product safety and security. Here are the key activities to ensure good product safety and security:

a. Regularly sanitize everything that comes in contact with customers like counters, mirrors, trays, pens, etc.

b. Quarantine items that you suspect of infection by the customers.

c. Ensure CCTV cameras, kiosk alarm, display locks and other security systems are in working condition.

d. Ensure computer passwords are secured and not easy to spy.

𝟑. 𝐏𝐞𝐫𝐜𝐞𝐩𝐭𝐢𝐨𝐧: Specially now (during and post COVID-19), it is important to win customer confidence about maintaining safety and security. Here are the key activities to follow:

a. Not just maintain safety but also make your customers aware by explaining it to them verbally and through digital signage. Display and follow safety guidelines.

b. Play a video following safety standards and share it with your regular customers.

Now you are prepared to start “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤”. All the best!

B. SALES OPERATIONS

1. MULTI-TASKING

After 𝐒𝐚𝐥𝐞𝐬 𝐏𝐫𝐞𝐩𝐚𝐫𝐚𝐭𝐢𝐨𝐧 in “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤” comes 𝐒𝐚𝐥𝐞𝐬 𝐎𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐬.

In 𝐒𝐚𝐥𝐞𝐬 𝐎𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐬, salespeople need to be skilled in 𝐌𝐮𝐥𝐭𝐢-𝐓𝐚𝐬𝐤𝐢𝐧𝐠.

So, 𝐖𝐡𝐚𝐭 𝐢𝐬 𝐌𝐮𝐥𝐭𝐢-𝐓𝐚𝐬𝐤𝐢𝐧𝐠?

𝐓𝐡𝐞 𝐜𝐚𝐩𝐚𝐜𝐢𝐭𝐲 𝐨𝐟 𝐚 𝐩𝐞𝐫𝐬𝐨𝐧 𝐭𝐨 𝐝𝐨 𝐦𝐨𝐫𝐞 𝐭𝐡𝐚𝐧 𝐨𝐧𝐞 𝐭𝐚𝐬𝐤 𝐚𝐭 𝐭𝐡𝐞 𝐬𝐚𝐦𝐞 𝐭𝐢𝐦𝐞 𝐢𝐬 𝐜𝐚𝐥𝐥𝐞𝐝 𝐌𝐮𝐥𝐭𝐢-𝐓𝐚𝐬𝐤𝐢𝐧𝐠.

These are the key tasks in Multi-Tasking:

𝟏. 𝐃𝐫𝐚𝐰𝐢𝐧𝐠 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬

𝟐. 𝐏𝐫𝐨𝐝𝐮𝐜𝐭 𝐏𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧

𝟑. 𝐂𝐫𝐨𝐬𝐬-𝐬𝐞𝐥𝐥𝐢𝐧𝐠

𝟒. 𝐔𝐩-𝐬𝐞𝐥𝐥𝐢𝐧𝐠

𝟓. 𝐃𝐨𝐰𝐧-𝐬𝐞𝐥𝐥𝐢𝐧𝐠

𝟔. 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧

𝟕. 𝐂𝐥𝐨𝐬𝐢𝐧𝐠 𝐒𝐚𝐥𝐞𝐬

𝟖. 𝐁𝐢𝐥𝐥𝐢𝐧𝐠

𝟗. 𝐏𝐫𝐨𝐝𝐮𝐜𝐭 𝐏𝐚𝐜𝐤𝐚𝐠𝐢𝐧𝐠

𝟏𝟎. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤

𝟏𝟏. 𝐒𝐞𝐞 𝐨𝐟𝐟 – 𝐆𝐨𝐨𝐝𝐛𝐲𝐞

Now, as a 𝐒𝐚𝐥𝐞𝐬 𝐏𝐞𝐫𝐬𝐨𝐧 you might ask, 𝐖𝐡𝐲 𝐝𝐨 𝐈 𝐧𝐞𝐞𝐝 𝐭𝐨 𝐥𝐞𝐚𝐫𝐧 𝐌𝐮𝐥𝐭𝐢-𝐓𝐚𝐬𝐤𝐢𝐧𝐠?

Well, 𝐢𝐭 𝐢𝐬 𝐚 𝐰𝐢𝐧-𝐰𝐢𝐧 𝐟𝐨𝐫 𝐛𝐨𝐭𝐡 𝐞𝐦𝐩𝐥𝐨𝐲𝐞𝐫𝐬 𝐚𝐧𝐝 𝐞𝐦𝐩𝐥𝐨𝐲𝐞𝐞𝐬. Here is how:

𝐄𝐦𝐩𝐥𝐨𝐲𝐞𝐫𝐬: The same employee can fill in for other roles when needed.

𝐄𝐦𝐩𝐥𝐨𝐲𝐞𝐞𝐬: Better career prospects, transfer opportunities, and promotion opportunities.

2. PASSERSBY TO CUSTOMERS

While doing 𝐒𝐚𝐥𝐞𝐬 𝐎𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐬 in “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤”, ‘𝐂𝐨𝐧𝐯𝐞𝐫𝐭𝐢𝐧𝐠 𝐏𝐚𝐬𝐬𝐞𝐫𝐬𝐛𝐲 𝐭𝐨 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬’ is a must-have skill set for Sales People.

Since kiosk shops are mostly in busy and crowded public areas like malls, airports, community centers, bus stands, railway stations, tourist spots, and recreation spots, passersby are our ideal customers. We need to have the right skills to convert these passersby to customers.

Based on our product, we need to identify ideal passersby who are potential customers. For example, the ideal passersby for 𝐣𝐞𝐰𝐞𝐥𝐫𝐲, 𝐚𝐩𝐩𝐚𝐫𝐞𝐥𝐬, 𝐦𝐚𝐤𝐞-𝐮𝐩 𝐚𝐧𝐝 𝐚𝐜𝐜𝐞𝐬𝐬𝐨𝐫𝐢𝐞𝐬 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 are:

𝐀. 𝐂𝐨𝐮𝐩𝐥𝐞𝐬

𝐁. 𝐆𝐫𝐨𝐮𝐩 𝐨𝐟 𝐆𝐢𝐫𝐥𝐬

𝐂. 𝐓𝐨𝐮𝐫𝐢𝐬𝐭𝐬

𝐃. 𝐏𝐚𝐫𝐞𝐧𝐭𝐬 𝐰𝐢𝐭𝐡 𝐘𝐨𝐮𝐧𝐠 𝐊𝐢𝐝𝐬

Now, we need to draw the attention of these passersby. Here is a step-by-step process of 𝐝𝐫𝐚𝐰𝐢𝐧𝐠 𝐭𝐡𝐞 𝐚𝐭𝐭𝐞𝐧𝐭𝐢𝐨𝐧 𝐨𝐟 𝐩𝐚𝐬𝐬𝐞𝐫𝐬𝐛𝐲:

𝟏. 𝐎𝐧𝐞 𝐩𝐞𝐫𝐬𝐨𝐧 𝐬𝐡𝐨𝐮𝐥𝐝 𝐛𝐞 𝐨𝐮𝐭𝐬𝐢𝐝𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐤𝐢𝐨𝐬𝐤.

𝟐. 𝐌𝐚𝐤𝐞 𝐞𝐲𝐞 𝐜𝐨𝐧𝐭𝐚𝐜𝐭 𝐰𝐢𝐭𝐡 𝐩𝐚𝐬𝐬𝐞𝐫s𝐛𝐲

𝟑. 𝐒𝐦𝐢𝐥𝐞 𝐰𝐢𝐭𝐡 𝐲𝐨𝐮𝐫 𝐞𝐲𝐞𝐬 – 𝐒𝐦𝐢𝐳𝐞 (𝐞𝐬𝐩𝐞𝐜𝐢𝐚𝐥𝐥𝐲 𝐰𝐡𝐞𝐧 𝐲𝐨𝐮 𝐚𝐫𝐞

𝐰𝐞𝐚𝐫𝐢𝐧𝐠 𝐚 𝐦𝐚𝐬𝐤)

𝟒. 𝐖𝐢𝐬𝐡 𝐭𝐡𝐞𝐦 𝐚𝐬 𝐩𝐞𝐫 𝐭𝐢𝐦𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐝𝐚𝐲

𝟓. 𝐀𝐬𝐤 𝐢𝐟 𝐲𝐨𝐮 𝐦𝐚𝐲 𝐭𝐚𝐤𝐞 𝐚 𝐦𝐢𝐧𝐮𝐭𝐞

𝟔. 𝐀𝐬𝐤 𝐢𝐟 𝐭𝐡𝐞𝐲 𝐤𝐧𝐨𝐰 𝐚𝐛𝐨𝐮𝐭 𝐲𝐨𝐮𝐫 𝐛𝐫𝐚𝐧𝐝 𝐚𝐧𝐝 𝐜𝐨𝐧𝐜𝐞𝐩𝐭.

𝟕. 𝐀𝐬𝐤 𝐭𝐡𝐞𝐦 𝐢𝐟 𝐲𝐨𝐮 𝐜𝐨𝐮𝐥𝐝 𝐞𝐱𝐩𝐥𝐚𝐢𝐧 𝐚𝐛𝐨𝐮𝐭 𝐚 𝐰𝐨𝐧𝐝𝐞𝐫𝐟𝐮𝐥 𝐲𝐞𝐭 𝐥𝐢𝐦𝐢𝐭𝐞𝐝 𝐭𝐢𝐦𝐞 𝐩𝐫𝐨𝐦𝐨𝐭𝐢𝐨𝐧 𝐠𝐨𝐢𝐧𝐠 𝐨𝐧 (𝐜𝐫𝐞𝐚𝐭𝐞 𝐨𝐩𝐩𝐨𝐫𝐭𝐮𝐧𝐢𝐭𝐲, 𝐬𝐜𝐚𝐫𝐜𝐢𝐭𝐲 𝐚𝐧𝐝 𝐮𝐫𝐠𝐞𝐧𝐜𝐲 𝐚𝐭 𝐭𝐡𝐞 𝐬𝐚𝐦𝐞 𝐭𝐢𝐦𝐞).

𝟖. 𝐀𝐬𝐤 𝐭𝐡𝐞𝐦 𝐢𝐟 𝐲𝐨𝐮 𝐜𝐨𝐮𝐥𝐝 𝐞𝐱𝐩𝐥𝐚𝐢𝐧 𝐭𝐡𝐞𝐦 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐥𝐚𝐭𝐞𝐬𝐭 𝐚𝐫𝐫𝐢𝐯𝐚𝐥 𝐰𝐡𝐢𝐜𝐡 𝐚𝐫𝐞 𝐦𝐨𝐬𝐭 𝐭𝐫𝐞𝐧𝐝𝐲 𝐚𝐧𝐝 𝐟𝐚𝐬𝐭 𝐦𝐨𝐯𝐢𝐧𝐠.

When you follow this step-by-step process, most passersby will allow you to present your product.

3. NEGOTIATE AND CLOSE SALES

In “𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐊𝐢𝐨𝐬𝐤”, Once you have drawn the attention of passers-by and presented them your products, it’s the time they will start negotiating.

𝐇𝐨𝐰 𝐭𝐨 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐞 𝐚𝐧𝐝 𝐜𝐥𝐨𝐬𝐞 𝐬𝐚𝐥𝐞𝐬?

Let’s first understand 𝐰𝐡𝐲 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐞?

These are 5 major reasons for customers to negotiate:

𝟏. 𝐏𝐞𝐫𝐜𝐞𝐢𝐯𝐞𝐝 𝐯𝐚𝐥𝐮𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐢𝐬 𝐥𝐨𝐰𝐞𝐫 𝐭𝐡𝐚𝐧 𝐭𝐡𝐞 𝐩𝐫𝐢𝐜𝐞

𝟐. 𝐋𝐢𝐦𝐢𝐭𝐞𝐝 𝐨𝐫 𝐟𝐢𝐱𝐞𝐝 𝐛𝐮𝐝𝐠𝐞𝐭 (𝐞𝐬𝐩𝐞𝐜𝐢𝐚𝐥𝐥𝐲 𝐟𝐨𝐫 𝐠𝐢𝐟𝐭𝐢𝐧𝐠 𝐩𝐮𝐫𝐩𝐨𝐬𝐞)

𝟑. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐰𝐚𝐧𝐭 𝐭𝐨 𝐤𝐧𝐨𝐰 𝐢𝐟 𝐭𝐡𝐞𝐲 𝐚𝐫𝐞 ‘𝐥𝐞𝐚𝐯𝐢𝐧𝐠 𝐦𝐨𝐧𝐞𝐲 𝐨𝐧 𝐭𝐡𝐞 𝐭𝐚𝐛𝐥𝐞’

𝟒. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐢𝐬 𝐧𝐨𝐭 𝐬𝐮𝐫𝐞 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐪𝐮𝐚𝐥𝐢𝐭𝐲 𝐨𝐟 𝐭𝐡𝐞 𝐩𝐫𝐨𝐝𝐮𝐜𝐭

𝟓. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐰𝐚𝐧𝐭𝐬 𝐭𝐨 𝐫𝐞𝐝𝐮𝐜𝐞 𝐨𝐧𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐜𝐨𝐬𝐭 𝐞𝐥𝐞𝐦𝐞𝐧𝐭𝐬 𝐨𝐟 𝐭𝐨𝐭𝐚𝐥 𝐜𝐨𝐬𝐭 𝐥𝐢𝐤𝐞 𝐬𝐞𝐫𝐯𝐢𝐜𝐞 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐦𝐚𝐤𝐢𝐧𝐠 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐜𝐫𝐚𝐟𝐭𝐬𝐦𝐚𝐧𝐬𝐡𝐢𝐩 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐞𝐭𝐜.

Let’s understand how to handle these reasons for negotiation and close sales:

𝟏. 𝐏𝐞𝐫𝐜𝐞𝐢𝐯𝐞𝐝 𝐯𝐚𝐥𝐮𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐢𝐬 𝐥𝐨𝐰𝐞𝐫 𝐭𝐡𝐚𝐧 𝐭𝐡𝐞 𝐩𝐫𝐢𝐜𝐞

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: Surpass the perceived value of the product (not just match it). This can be done by presenting and explaining the quality, purity, rarity, craftsmanship cost, cost of ingredients, lengthy sourcing process and other USPs of the product.

𝟐. 𝐋𝐢𝐦𝐢𝐭𝐞𝐝 𝐨𝐫 𝐟𝐢𝐱𝐞𝐝 𝐛𝐮𝐝𝐠𝐞𝐭 (𝐞𝐬𝐩𝐞𝐜𝐢𝐚𝐥𝐥𝐲 𝐟𝐨𝐫 𝐠𝐢𝐟𝐭𝐢𝐧𝐠 𝐩𝐮𝐫𝐩𝐨𝐬𝐞)

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: 𝐀. Offer to buy items on promotion

  𝐁. Offer to buy similar yet cheaper items

𝟑. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐰𝐚𝐧𝐭 𝐭𝐨 𝐤𝐧𝐨𝐰 𝐢𝐟 𝐭𝐡𝐞𝐲 𝐚𝐫𝐞 ‘𝐥𝐞𝐚𝐯𝐢𝐧𝐠 𝐦𝐨𝐧𝐞𝐲 𝐨𝐧 𝐭𝐡𝐞 𝐭𝐚𝐛𝐥𝐞’

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: Justify price by surpassing the perceived value of the product over price. Present specific USPs of the product.

𝟒. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐢𝐬 𝐧𝐨𝐭 𝐬𝐮𝐫𝐞 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐪𝐮𝐚𝐥𝐢𝐭𝐲 𝐨𝐟 𝐭𝐡𝐞 𝐩𝐫𝐨𝐝𝐮𝐜𝐭

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: Prove the quality or purity of the product. Present return policy, buyback policy, guarantee, warranty and certification of the product.

𝟓. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐰𝐚𝐧𝐭𝐬 𝐭𝐨 𝐫𝐞𝐝𝐮𝐜𝐞 𝐨𝐧𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐜𝐨𝐬𝐭 𝐞𝐥𝐞𝐦𝐞𝐧𝐭𝐬 𝐨𝐟 𝐭𝐨𝐭𝐚𝐥 𝐜𝐨𝐬𝐭 𝐥𝐢𝐤𝐞 𝐬𝐞𝐫𝐯𝐢𝐜𝐞 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐦𝐚𝐤𝐢𝐧𝐠 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐜𝐫𝐚𝐟𝐭𝐬𝐦𝐚𝐧𝐬𝐡𝐢𝐩 𝐜𝐡𝐚𝐫𝐠𝐞, 𝐞𝐭𝐜.

𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: Present quality of craftsmanship, time taken to make it and rarity of design. Since some cost elements could be flexible, we have a scope of giving discounts to close sales.

Try these sales tips and let us know if you are facing any other difficulties in closing sales. We are here to help!

THANK YOU

The post Selling from Kiosk first appeared on Motivus.

• Are you a new salesperson?

• Are you a pro salesperson?

• Are you struggling to consistently succeed in sales?

• Whether you are a new or a pro salesperson, if you want to consistently succeed in sales, follow these 5 Secrets to Succeed in Sales.

1. LOVE YOUR PRODUCT

If you want to consistently succeed in sales, you either love your product 2sdxc or you change your product to the one that you love and feel connected to. This applies to all salespersons irrespective of their industries. If you love your product or service, you will present it so passionately

(including minute details) that your customers will immediately feel connected to the product and buy.

When our Founder Amit Prakash reflects on his journey of a salesperson, the one common factor for his consistent success was that he loved his product and service. He shared, when he joined Westin Hotels and Resorts as Business Development Manager, this brand was not well known in the market. But, he loved the wellness concept of the brand with 6 distinct pillars of wellness like “feel well”, “work well”, “move well”, “eat well”, “sleep well” and “play well” for customers and employees. In addition to these pillars of wellness, he was so passionate about his product that he identified many unique selling propositions (USPs) and presented them passionately linking to the needs of his customers that they said you seem to be so much in love with your product and brand that it gives us confidence to buy. And they bought.

2. RIGHT PROSPECTING

Secret number 2 is Prospecting with a very important prefix called Right, making it Right Prospecting. Now, Prospecting is a buzz word in sales, overly used but not rightly used.

First of all, based on what your product is all about, what problems or pain points can it solve, find out customers who need your product. Only they are your right prospects. Spend quality time to research and find them.

“𝐁𝐢𝐠𝐠𝐞𝐬𝐭 𝐦𝐢𝐬𝐭𝐚𝐤𝐞 𝐚 𝐬𝐚𝐥𝐞𝐬 𝐩𝐫𝐨𝐟𝐞𝐬𝐬𝐢𝐨𝐧𝐚𝐥 𝐦𝐚𝐤𝐞𝐬 𝐢𝐬 𝐭𝐫𝐲𝐢𝐧𝐠 𝐭𝐨 𝐫𝐞𝐚𝐜𝐡 𝐨𝐮𝐭 𝐭𝐨 𝐞𝐯𝐞𝐫𝐲𝐨𝐧𝐞 𝐭𝐡𝐢𝐧𝐤𝐢𝐧𝐠 𝐬𝐨𝐦𝐞𝐨𝐧𝐞 𝐰𝐢𝐥𝐥 𝐛𝐮𝐲!”

“𝐅𝐢𝐧𝐝𝐢𝐧𝐠 𝐫𝐢𝐠𝐡𝐭 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐢𝐬 𝐟𝐢𝐧𝐝𝐢𝐧𝐠 𝐚 𝐠𝐨𝐥𝐝 𝐦𝐢𝐧𝐞!”

It makes you efficient and sets you on the path to success.

3. RIGHT NETWORKING

Once you have identified your right prospect, you have to find out where do they hang out. Virtually it could be Facebook, LinkedIn, Instagram, Twitter, etc. You should add value to your prospect here and then ask for a meeting to discuss business. Physically it could be in specific events like conferences, football stadium, library or even a flower shop. Strike a friendly conversation and offer help or add value and then ask for a meeting to discuss business.

When our Founder Amit Prakash was a Sales Manager, once he had to literally find a prospect in a flower shop to strike a conversation and add value to fix a meeting for business.

4. REJECTION RESISTANCE

Even after loving your product, prospecting right and networking right, you may face rejection. Rejection here does not mean there is a problem in you or your product. It could be because your customer does not have right budget or it’s not the right time to buy. But, rejection pulls down the confidence level of sales professionals and they start to give up. That’s why it’s very important to become rejection proof.

To bring up the confidence level, our Founder Amit Prakash, used to tell himself that it’s their loss not his because he has a great product that can fulfil their needs. They will understand it sooner or later and come back to buy.

Sales professionals must be mentally strong. Rejection does not mean rejection of you as a human being!

5. SERVICE MINDSET

Finally, its super important to have a service mindset since the first interaction or touchpoint.

Now, with just sales mindset you may end up making a sale, but just one time sales is not enough. I am sure, you want your hard work to bring repeat sales. For that, you have to combine sales with great service, which makes your business sustainable.

The post 5 Secrets to Succeed in Sales first appeared on Motivus.

I was at a dinner party and John told me he tried a lot of activities in Digital Marketing for his business, but it does not seem to work at all.  

I asked John, did you start your Business without a Strategy in place?

He instantly replied, NO, I worked hard on building my Business Strategy first before launching it. 

I said, then why do we make a mistake of implementing Digital Marketing activities without building an effective Strategy first?

John’s feelings resonated with me as a couple of months back I was going through the same pain until my friend Sean introduced me to “Telescope”, an Effective Digital Marketing Strategy service.   

Let us understand this in more details:

1.  Total world population – 7.9 billion
2. Total number of internet users in the world:

There are 4.66 billion internet users in the world today.

The total number of internet users around the world grew by 319 million in the past 12 months – almost 875,000 new users each day.

Globally, internet user numbers are growing at an annual rate of more than 7 percent, but year-on-year growth is much higher in many developing economies.

The average global internet user spends almost 7 hours online each day.

Added together, the world’s internet users will spend more than 1.3 billion years of human time online in 2021.

3. Total number of Social Media users in the world:

There are 4.20 billion social media users in the world today – equivalent to more than 53 percent of the world’s total population.

The number of social media users around the world grew by 490 million in the past 12 months.

Globally, social media users are growing at a rate of more than 13 percent per year, with the average social media user having an account on 8.4 different social platforms.

GlobalWebIndex (GWI) reports that the average global user spends 2 hours and 25 minutes on social media each day, which means the world spends roughly 10 billion hours using social media every day.

4. Total number of Mobile Phone users in the world:

There are 5.22 billion unique mobile phone users in the world today, according to the latest data from GSMA Intelligence.

The total number of unique mobile users around the world grew by 93 million in the past 12 months.

Unique mobile users are currently growing at a rate of 1.8 percent per year. However, hundreds of millions of people have also upgraded from ‘feature’ phones to smartphones in the past 12 months.

The latest data from Ericsson show that the number of mobile subscriptions associated with smartphones now exceeds 6 billion, accounting for more than three-quarters of the mobile handsets in use around the world today.

The number of smartphones in use is growing at an annual rate of 7 percent, with an average of more than 1 million new smartphones coming into use every day.

(Sources: Hootsuite, we are social) 

Now, you know your prospects and customers are spending quality and quantity time on internet, mobile and social media. This is where you should catch their attention to sell your products and services. 

Most of us know that Digital Marketing is the way forward…

And, many of us (including myself) start spending on digital marketing activities like #socialmedia, #SearchEngineOptimization (SEO), #SearchEngineMarketing (SEM), #sociallistening, etc. without finalising an ‘Effective Digital Marketing Strategy’. 

An effective digital marketing strategy helps build a solid foundation by showing us the focussed way forward. Every minute and every dollar spent based on effective strategy takes us one step closer to hitting our business goals. 

I learned it the hard way by wasting money on digital marketing activities without having an effective strategy first.  

Then, I went through Scion Social’s Telescope, a Digital Marketing Strategy service. I must say, it gave me complete clarity and direction to focus in from digital marketing standpoint. 

If you are a #businessowner, #businessleader or #businessmanager and want to have the same clarity and direction to hit your business goals, I encourage you to book a 30 minutes complimentary session using this Calendly link: https://calendly.com/scion_social/30min

#digitalmarketing #digitalstrategy

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