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Wednesday, January 30, 2013

Basic Steps in Selling

Hello Readers,
In this post we  discuss about the basic steps of  selling process.

The selling process involves a series of steps that may appear to be a sequential process, but there is a lot of movement back and forth between the different steps that will ultimately lead to closing the deal. 
The selling process will vary by industry and personal preference, but these six essential steps will help you close more deals and help grow your business.

1. The Cold Call (Meet and Greet) :
This initial introduction will set the stage for the rest of the selling process. This is the icebreaker, the time to get the customer to relax and feel comfortable. This is your chance to build rapport with the customer so you need to be sincere, friendly and humorous. You try to capture the customer's interest by asking those questions that make them think and learn more about your products and services.

2. The Qualifying Call (Customer's Needs) :
In this meeting you will ask questions to help you identify what the customer wants and needs. During this step, your open-ended questions will help you assess how the prospect will benefit from your products. If you qualify the customer properly, you will be able to fulfill his/her needs and wants. You can also establish credibility and a relationship during the meeting.

3. The Demo Call (Demonstration): 
Now you can show all you know about your products or services. The presentation will cover the 
features of the products; the physical characteristics. But most importantly, you will want to 
concentrate on the benefits of your products or services. The benefits will show the customer "what’s it for them" and why they should buy. Remember that people don’t like to be sold, but they want solutions to their problems.

4. The Proposal :
You will formalize your offer to the prospect. In short, you illustrate how your products and services solve the prospect’s problem. Your proposal will justify the prospect’s investment with you and the benefits they will receive. It is best to provide prospects with a formal written proposal accompanied by an in-person presentation of the proposal.

5. Show me the Money (Close) :
After you have presented your proposal, you should ask for their business. Ideally, the prospect will have given you signals along the way. If you have done a good job during the qualifying meeting and developed a strong proposal, you should feel confident when asking for the order. You should not feel embarrassed to ask for their business. Remember, you are really asking permission to solve their problems.

6. Relationship Building :
After celebrating the sale, it is time to get back to selling. Now you will want to ensure that your new customer is happy and satisfied with the results. Take time to follow up with the customer and start building that long-term relationship.Relationship always helps you to get repeat business from customers.

Monday, January 14, 2013

Cloud Computing--Beginners

By today's post..i would like to share "Cloud Computing" for beginners.As we all know the term cloud computing becoming a Buzz word in IT industry,and we all hve been familiar with this term. Yes this term has it's significant importance,and will change entire IT infrastructure picture. .
Despite of Many definitions like "software as a service..Infra as a service...etc,i wanna share a simple defintion for cloud computing...
In one sentence cloud computing is " using other people’s servers to run applications for your organization, remotely"
Cloud computing is a simple technology that has been around for a while, and almost all of us have used it, without even knowing. In simple terms, cloud computing entails running computer/network applications that are on other people’s servers using a simple user interface or application format. It’s that simple.
If this language still sounds strange, going back to basics will tell you something about what cloud computing is all about. In the olden days of networking, way before Google or Yahoo was born, companies ran e-mail as an application whose data was stored in-house. As such, all the files, documents, messages, and other things you currently use in e-mail were stored in a safe, dark room on the company’s premises. These sounds familiar because you were probably banned from visiting that room due to security reasons.
Moving forward into the 20th century, when companies like Google started showing up, the way e-mail was treated and utilized was revolutionized. It would have been a commercial bid to get more subscribers, but these companies chose to open their servers to store e-mail information for you, free of charge. However, to access that data, you have to use their applications like Gmail, Yahoo Mail, and so many others. Practically, this is what cloud computing is all about – using other people’s servers to run applications for your organization, remotely.
Into the 21st century, the concept of the cloud is the same, but more than ever before, cloud computing is bigger. It’s now becoming possible to use bigger applications that will leverage your business goals and functions easily in the cloud. For example, with cloud computing, you can run all your computer networks and programs as a whole without ever buying an extra piece of hardware or software.
The cloud technology has many benefits and that would explain its popularity. First, companies can save a lot of money; second, they are able to avoid the mishaps of the regular server protocols. For instance, when a company decides to have a new piece of software, whose license can only be used once and it’s pretty expensive, they wouldn’t have to buy software for each new computer that is added to the network. Instead, they could use the application installed on a virtual server somewhere and share, in the ‘cloud’.
These capabilities are becoming even more personalized today, and there are even a few solutions that allow you to use mobile in the cloud. Of course, there are very few people who aren’t willing to lose control of the little physical tools they are used to (like the dark server room); however, largely, any business that considers cutting costs and wants to move forward in this dynamic age needs to embrace cloud computing, or at least give it a shot to survive.

Friday, January 11, 2013

Safe Guard from Competition

Hello Readers,
Today,being a part of the sales meeting at our corporate office,learnt ample strategies related,"how to attain competitive advantage",and "how to position our product in the market in these intense competitive environment..and also learnt the defintion of DABAANG....

In this context i would like to share some vital information regarding competitive advantage,here is the post recently i read in a book..

A major task for any sales team is to bullet-proof its business plan so when competitors try to steal customers, the competition is shot down.

As much as your salespeople want to retain their customers’ business, the competition wants to take it away. But despite intense competition or difficult times, it’s possible to take steps to prevent the competition from stealing your customers.

Here are rules that, if followed, will keep competitors’ hands off your customers. Share them with your sales team.

  1. Never, ever stop worrying. Anyone who thinks he or she has it made becomes vulnerable. Sales reps need to constantly look not just at the strengths of their products or services, but at the entire context of their relationships with the customers.
  2. Never take any customer for granted. Even though your company may be doing a good job of taking care of customer needs, that’s not nearly enough today. It’s the ideas, the information, the help, the guidance and the insight that you give customers that’ll continue to earn you the privilege of doing business with them.
  3. Never think that you’ve got a corner on the market. That type of thinking leads to complacency. Customers who feel they’re being taken for granted will become vulnerable to competitors. The biggest problem for salespeople is letting all the fancy features of what they sell get in their way. Customers don’t care about what your company sells; they just want to know how it’ll help them achieve their goals.
  4. Never assume you really know your customers. They change. One of the key roles of a salesperson must be to gather information continually about his or her customers. What’s happening to them? What changes are they facing? What problems are they having? What difficulties are they encountering in the marketplace?
  5. Never stop selling your company. In order to create customer loyalty, your customers must “buy” your company. Keep selling them on your qualities and service. A major task for your sales team is to do everything possible to cause a customer to want to do business with your company.
  6. Anticipate and prepare for as many obstacles and objections as possible. Prepare your responses in advance. Keep your commitments. Do what you say you’re going to do, and make that your guarantee.

    "Be DABANG(a famous hindi movie) to shot down the competition"