SCIPL » Strategy
73 FOLLOWERS
SCIPL is a 360-degree sales consultancy enterprise that guarantees the organic sales growth of its clients through a structured science. Follow this blog to get the latest updates and information on sales strategies.
SCIPL » Strategy
4y ago
Pandemic times can be stressful, especially for those SME and MSME enterprises, whose salespersons are clueless about how they can continue to generate cash for their enterprise in these lockdown times. #workfromhome #covid-19 #lockdowntimes
10 Everyday Pointers for Salespersons
Tele-call 19 new numbers which belongs to their target group of customers. They can make use of Internet to collect data if they do not already have the same with them. It is expected that 11 persons will not talk to them, 5 will talk but waste their time and 3 will take them seriously. Out of these 3 , o ..read more
SCIPL » Strategy
4y ago
This is the time of the year when all Coaching Classes ( Tuition Classes / Education Academies / Institutions) gear up for the admission season for the year. This season can make or mar the year coming up for the coaching class. In the course of my interaction with a few of them, who are successful, I realized that there is no scientific basis for marketing communication, media planning or even sales planning done by them. The fact that they are still successful speaks volumes about their good PR skills in the market, their persuasive power to deal with the prospects that they are able to siph ..read more
SCIPL » Strategy
4y ago
What is the right price to sell?
Any price that I offer to the customer, they feel that it is high. It is so frustrating. There must be some price that is arrived at with some logic where the customer does not crib.
Let us ask a more basic question. What is being sold? To elucidate this let us take an example of a cake that is being sold for a birthday party. Let us look at what are the options :
Simple cake, Chocolate Cake , Barbie Doll CakeCake
Cake with an icing of particular flavour
Cake with icing of choice of each child in the birthday party
Cake with icing of choice of each ch ..read more
SCIPL » Strategy
5y ago
What are the 3 inputs that sets the ground for preparing a winning Sales Strategy?
Product must be
___________________ , __________________ & ________________
Service levels must be
___________________ , __________________ & ________________
Relationships must be
___________________ , __________________ & _________________
What are the questions that one must ask before setting to prepare a winning Sales Strategy?
Please answer each of the above questions with specific answers pertaining to your business
What are the learnings that you would like to unlearn, learn and relearn ..read more
SCIPL » Strategy
5y ago
This is a golden opportunity. Let us use the new year to infuse a code of conduct for our Sales Dept.
A written code of conduct which is monitored at individual level for all members of Sales Dept has yielded great results in promoting the right “ Karmas of Sales” in the team sales training.
Dos
Uphold and add value to the brand that you represent.
Punctuality and Fair-deal are very important brand attributes. Please appreciate and believe in them.
Say Yes only when you want to or else say No
You cannot make any difference in this world all alone. Learn to work in teams.
Do the same work diffe ..read more
SCIPL » Strategy
5y ago
The Sales persons in your sales team needs to be compensated for every incremental effort that they put in the process of achieving your sales targets. The important thing here is to first list down all the sales analysis metrics on which a salesperson can exhibit incremental efforts.
Sales Metrics
Min No of Sales Calls / day (MNOC) – New Contacts
Mean Time Between Sales Calls (MTBC)
No. of demonstrations given / roadshows organised
No. of complaints handled sales consultant
No. of touchpoints serviced for customer to reach
Customer Satisfaction Index
Lead Engagement Index
Reference Sale Quoti ..read more
SCIPL » Strategy
5y ago
We always ensure that our offer is the most competitive in terms of product, price, place, promotion, packaging and positioning. Your company is leaving no stone unturned to ensure that the people in the system which includes the technicians, commercial as well as franchisees are world class. In as much as we may talk, the customer is always more comfortable to see a proof of concept rather than hearing it from the salesperson. For example, if you say that the ..read more
SCIPL » Strategy
5y ago
Business persons area clearly of two types.
One class feels that they know a lot about their business. This class die as average business persons sales training programs.
Second class is always hungry for more knowledge about their business from others. This tribe flourish an entrepreneurs.
Let me move ahead by assuming that this blog of mine is being read only be entrepreneurs who belong to the “Flourishing” category.
It is important to meet new prospects for your business EVERYDAY because every time you meet a prospect who could perhaps use your product or service, they teach you something ..read more
SCIPL » Strategy
5y ago
In, business when the going gets tough one always encounters less working capital, less customers, less production, less profit and so on sales training. How do you convert this situation of “LESS” into “MORE”?
The problem of “Less Customers” can be countered by making More no of sales calls. (MNOC = Min no of calls per day)
The situation of “Less Production” can be looked as “More Working Capital” because less money will be blocked in work in progress sales strategy.
The quandary of “Less Profit” can be discussed as “More Contribution Analysis / Sale” rather than incremental gross billing wit ..read more
SCIPL » Strategy
5y ago
Almighty has given us a pair of ears to listen and a pair of eyes to see. The salesperson empowers himself with better hearing by adding up one pair of eyes to the existing pair of ears to listen.
Why does a salesperson listen with his pair of eyes?
This is simply because a customer seldom means what he says. The audio coming out from his mouth never supports the video that one can see in his eyes. Let me give you some examples encountered by me in real life.
S.No.
What customer said?
What customer meant?
1
No, I do not want your product.
I will not say yes till I am sure about buying your pro ..read more