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eBook details

• Title: DONT SELL make them BUY
• Author : Raghavan Mukund
• Release Date : January 12, 2014
• Genre: Business & Personal Finance,Books,
• Pages : * pages
• Size : 5110 KB

Description

This book is a tribute to all the sales people who have been relentless in their pursuit of customer acquisition. Sales people frequently face situations with customers where they sometimes feel inadequate to handle customers. 

Have customers changed? Many sales people will tell you that they see phenomenal changes in customer’s approaches. People have remained the same.  What is the major change with all our customers?  All sales people have told me that they have become more and more demanding. They have become impatient. They have become very picky and choosy about what they buy. The main reason why customers have changed is that they have too much choice. They also have a lot of information, sometimes more than the sales person. The internet and the convenience of getting alternative sources to buy have created this change in customers. Another important change over the last 10 to 15 years is that fast decisions are being taken by customers. Everything is happening faster. Sales people have to be effective to do in 2 or 3 calls what could take 5-10 calls earlier. Sales call effectiveness measurement is the new measurement index for evaluation of sales people. It is not what business you have brought but how fast and in how many calls. The cost of selling has also gone up and product life span is short. So, sales people have to skill themselves differently. This book helps to understand human interactions from a sales person’s perspective. 

This book focuses on skill development rather than making sales a step by step process. Customers don’t like plastic salespersons and interactions which are repetitive and scripted. One approach does not satisfy the customer. Everybody is different, have different needs and sales people have to understand them better and build relationships faster. This book deals with these aspects of selling. 

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