Communication Services

Fundamentals Of Sales – Part 1 

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<p style="text-align: justify;"><span data-contrast="auto">How many of you have heard a child say, "I want to grow up and be in sales?" </span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">Or&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">How many of you have heard people wonder what salespeople actually do?"&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">I recall hearing quite often, "He's just a salesperson." </span><span data-contrast="auto">Yet people like me have built a career in sales and have continued to revel and be successful in it. If given another life as a child, I would probably say, "I want to grow up and be in sales."</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">So, simply, a salesperson sells. I'm assuming everybody knows that. But what else?&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">Not many people would know or bother to learn. Yet every person sells all through their lives.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><ul style="text-align: justify;"><li><span data-contrast="auto">Parents prepare their children to sell themselves to get admission in a good school</span></li><li>People sell themselves to get through an interview</li><li>You sell yourself constantly to be recognized in society, have good friends and a good partner</li><li>You sell yourself to your boss and your colleagues 24X7 to be successful in your career<span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></li></ul><p style="text-align: justify;">&nbsp;<br /><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span><span data-contrast="auto">That is the fundamental truth.</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><span style="font-size: 14pt;">Characteristics of a Good Salesperson&nbsp;</span></h2><p style="text-align: justify;"><span data-contrast="auto">Let us look at some of the fundamentals of a good salesperson. There are practically two kinds of salespeople.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">Firstly, there's the individual with a strong grasp of the products they sell, such as an automobile salesperson.</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">Secondly, there's the rare case, like mine in media advertising sales, where I consistently sold to clients with MBAs in marketing or to advertising agency buyers who were well-versed in the specifics of the newspaper space I was attempting to sell. Further, you can sell anything &ndash; a product, a service, an idea, a future, a hope, a recognition &ndash; literally anything!&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">The following fundamentals of sales that I share are from my years of experience in my life-long career in sales.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><strong><span data-contrast="auto">It is just not about talking</span></strong><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">I'm sure you've heard parents talking about a talkative child, saying, "She would be a great salesperson!"&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">I have always felt that it is not about how you talk in sales but more about what you speak.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">Not only that, but you need to listen more than talk. You need to listen to your buyer, read between the lines, and try to understand their inner emotions. Only then can you make a successful pitch.</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;"><strong><span data-contrast="auto">There is a belief that - a good salesperson can lie and get away with it</span></strong><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">Well, I do not believe that to be true. A good salesperson should never lie. Because, like everywhere in life, someday you will get caught, and you might not get a second chance. </span><span data-contrast="auto">The reputation of a good salesperson is everything. Once broken, it is difficult to fix.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">So, should a salesperson be honest and talk about the good and the bad of what she is trying to sell?&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">Well, that is the tricky part. Let's break this into small pieces.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">A salesperson needs to be truthful and honest all the time. There is no alternative to that.&nbsp;</span><span data-contrast="auto">But they should be honest and truthful about their strengths and avoid talking about their weaknesses, just like what you would do in an interview.&nbsp;</span><span data-contrast="auto">But remember that the strengths and weaknesses of what you sell are not determined by you but by your client.</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;"><strong><span data-contrast="auto">You might have heard that a good salesperson should be good at PR</span></strong><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">In the sales world, a good salesperson should be able to talk to the client about many things besides sales.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">I remember many of my bosses saying you should establish a close relationship with your client, even knowing details like the car they drive or their weekend activities. Frankly, I have found this approach unnecessary, especially in recent times when clients are consistently occupied and perceive conversations with salespeople as time-wasting.</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">In such a scenario, should you discuss the pitch or inquire about their interests, such as the sports they follow?&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">I have adhered to the principle of discussing business and the pitch when meeting clients during work hours, reserving discussions about unrelated topics for encounters outside work. This approach has yielded positive results in building a reputation as someone who genuinely respects a client's time.</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;"><strong><span data-contrast="auto">Always be pitching</span></strong><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">In sales, it's not about how well you sell; it's about the pipeline you build. The larger the pipeline, the more likely you are to succeed. In advertising sales, 2 out of 10 pitches will likely succeed.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">For example, throwing a bunch of darts towards the board in a dark room. On switching on the lights, you might find only a few find their mark. Don't overthink, just pitch.&nbsp;</span><span data-contrast="auto">Remove emotions from sales. While you know that only a few pitches will succeed, you should pitch with the same passion and vigor for all in the pipeline without concern, which will ultimately succeed!</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><span style="font-size: 14pt;">Conclusion&nbsp;</span></h2><p style="text-align: justify;"><span data-contrast="auto">I want to conclude with a few humorous stories from my experience in sales. Let me share today's anecdote.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">I remember hiring someone for a sales position a few levels below me when I served as the national head of sales. I scheduled a client meeting for him within a couple of days. I advised him to prepare thoroughly for the meeting. On the actual day of the meeting, I was surprised to see that he had not brought anything with him except for twirling his cell phone between his index finger and thumb. There was no laptop, no notebook&mdash;nothing. I lost my temper and expressed my frustration to him.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">However, within a few months, he began to excel, and before long, he became one of the top-performing salespeople on my team. Interestingly, even after achieving success, I noticed that he often attended meetings with clients, rotating his phone between those same two fingers.&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">Moral &ndash; Every successful salesperson has their own unique ways!</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;"><span data-contrast="auto">Fundamentals of Sales &ndash; Part 2 &ndash; coming soon&hellip;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="auto">&nbsp;</span><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-ccp-props="{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;"><span style="font-size: 10pt;"><em>This article was contributed by our expert <a href="https://www.linkedin.com/in/pappanmajumdar/" target="_blank" rel="noopener">Pappan Majumdar</a></em></span></p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;">&nbsp;</p><h3 style="text-align: justify;"><span style="font-size: 18pt;">Frequently Asked Questions Answered by Pappan Majumdar</span></h3><h3 style="text-align: justify;">&nbsp;</h3><h2 style="text-align: justify;"><span style="font-size: 12pt;">1. How do you handle changes and unexpected challenges in the fast-paced world of media advertising sales?</span></h2><p style="text-align: justify;"><strong><span data-contrast="none">One needs to be acceptable to change all the time</span></strong><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="none">The more important thing is not to make assumptions based on past selling methods. Talk to clients, colleagues, your boss, and even family members all the time about a given situation. They might give you a different approach. Be ready to use that new approach even if it goes against your experienced understanding.&nbsp;</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><strong><span data-contrast="none">Get more informed and educated from the internet</span></strong><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="none">Read and watch news on the internet related to sales and marketing to get an idea of the changes happening. At the same time, doing all this stick to the basic rules of advertising sales on researching, prospecting, pitching, negotiating, and closing.&nbsp;&nbsp;</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><span style="font-size: 12pt;">2. How do you leverage creative thinking to devise unique media advertising solutions that capture your clients' target audiences?</span></h2><p style="text-align: justify;"><span data-contrast="none">Creative thinking is the key to good sales. And creative thinking should start with the salesperson.&nbsp;</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="none">A good salesperson makes the first pitch in her mind and gets a gut feeling whether this will work with a client. It is about matching a marketing requirement of your client with what you can offer from your portfolio of brands and platforms.&nbsp;</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="none">Once you are convinced of the idea, approach your in-house creative department to give it the shape feasible to implement. Pitch to the client and then continuously change the solution as per feedback from the client and your creative department till you close the deal.&nbsp;</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><span style="font-size: 12pt;">3. How do you effectively communicate the value of your product or service to clients, focusing on the benefits that matter most to them?</span></h2><p style="text-align: justify;"><span data-contrast="none">You need to follow the steps:</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><ul style="text-align: justify;"><li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}" aria-setsize="-1" data-aria-posinset="1" data-aria-level="1"><span data-contrast="none">Do research on the client - their product, their past marketing communication, the person you are going to approach</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></li><li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}" aria-setsize="-1" data-aria-posinset="2" data-aria-level="1"><span data-contrast="none">Introduce yourself, your company, and your products to the client. But before you do that, talk about what you understand about the client and highlight and appreciate recent achievements. Then, ask for a meeting to present your product portfolio</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></li><li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}" aria-setsize="-1" data-aria-posinset="3" data-aria-level="1"><span data-contrast="none">After presenting the credentials in the meeting, ensure you have enough time to make the client speak - about her marketing requirements, past campaigns, etc.&nbsp;</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></li><li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}" aria-setsize="-1" data-aria-posinset="4" data-aria-level="1"><span data-contrast="none">In the meeting, share a few impromptu ideas about benefits that might matter to them. Get a gauge of the client's interest&mdash;probe for possible budgets. Ensure you leave the meeting where the client is open to looking at a solution from you.</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></li><li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}" aria-setsize="-1" data-aria-posinset="5" data-aria-level="1"><span data-contrast="none">Come back and follow up on a formal brief budget, and then get cracking on the same</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></li></ul><ul style="text-align: justify;"><li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}" aria-setsize="-1" data-aria-posinset="1" data-aria-level="1"><span data-contrast="none">Tailor-make a proposal that delivers value to the client through your product or service, addresses the initial marketing problem in the given budget</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></li></ul><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><span style="font-size: 12pt;" data-contrast="none">4. </span><span style="font-size: 12pt;">How do you build strong, lasting relationships with potential clients?</span></h2><p style="text-align: justify;"><strong>Respect the client&nbsp;</strong></p><p style="text-align: justify;"><span data-contrast="none">Always show good manners. Greet, say thank you, say please consider whenever convenient for you, etc.</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><strong>Don't take the client for granted&nbsp;</strong></p><p style="text-align: justify;"><span data-contrast="none">Always check if you have any doubts. This will make the client respect you.</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><strong>Treat the time you get with the client as priceless&nbsp;</strong></p><p style="text-align: justify;"><span data-contrast="none">It is that one meeting to make that impression. Prepare thoroughly and ensure you fulfill all the objectives you had at the meeting. You might not get a second chance.</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="none">Push for face-to-face meetings at the client's office as the first preference. Nothing can be more impactful. It is preferred that you don't try to do the first meeting over a meal, coffee, or phone.&nbsp;</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="none">Follow up non-hesitantly but as per the timelines given by the client</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="none">If the client says to call in half an hour, do call in half an hour and not the next day. Hold the client to her word. They will respect you because they understand you are doing your job professionally.</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="none">Be truthful and upfront with the client no matter how tough a situation gets. But always offer a solution or an alternative. </span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;"><span data-contrast="none">Remember, trust is the most important thing in the sales process. If the client is ready to do business with you, it means she trusts you. That's the main reason. Rest can be other things like how good your proposal is.</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;</span></p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;">&nbsp;</p>
KR Expert - Pappan Majumdar

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