My notes scribbled down at the Sales 101 event organized by TiE Chennai. Some pearls gathered at the event which is mainly directed at small entrepreneurs.
- Your business should be based on your personality
- Automate first rounds of customer engagement
- Sell value, never sell boxes
- No one really cares about your product. They care about the value they derive from your product/service.
- Customer is the ultimate winner in any sale
- Selling is about creativity. Being creative in selling is an important skill.
- Lack of trust is the number one reason why people don’t buy from you
- People buy from people
- Always sell one to many (selling one on one is very expensive)
- Use the information you know (about the customer, industry) while selling
- You are actually selling a dream (that your product or service is going to help the customer in some way). Getting into the customer dream is an important aspect of selling.
- Selling is about the transfer of feeling
- Your product should create social value
- Always have a reason to meet the client again
- What is the unconscious hidden message that encourages the next level of interaction? (the next meeting with the customer for example)
- You will lose 100% of the sale, if you don’t know how to close.
- ASK is the most powerful word for the sales person (ASK about problems, past history, current solutions, what bothers them, what keeps them awake at night)
- Speak to at least two of the 5 senses while selling
- Build curiosity
- Picture words are the emotional part of close
While I captured some of the ideas, I don’t think I can really capture the feeling of being there or participating in the group exercises. You walk away with your head full of ideas. It was a great session and the questions and comments augment the experience as well. Raj is a business coach. What we got at the TiE event was a small taste of what he normally does in his two day seminars.