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22th Jan 2023

21st-century Selling Process​

In less than 2 decades, the new method of Selling has evolved where building Trust and Rapport is given the highest weight of 40%. The fundamental rule of the 21st-century selling process is People do business with People/companies whom they trust and have strong rapport.
Trust or rapport is an emotional connection, a relationship that is based on mutual understanding, interest and confidence in the company/product/person. In short, “No Trust, No Sale” or “If you want to make competition irrelevant, you need to earn the Trust of your client”.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

15th Jan 2023

21st-century Selling Process

From today, we deep dive into understanding the 21st-century Selling Process. In 1996 when I started Selling, I was taught the Attention, Interest, Desire/Need, Action/Closing (AIDA) model of Selling, which is as below. If one observes, old method of Selling is shaped like an upright pyramid. One can quickly infer that this model of Selling focuses on the Action or Closing part of a Sale.
For an entrepreneur, salesperson, or company who uses this model even now, making a sale is of utmost importance. By Hook or Crook, the sale has to happen, this is one of the key reasons why the customer does not buy the 2nd product or continue to have a lifetime relationship with that company. Next weekend I will share the new model of Selling.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

8th Jan 2023

8 Winning Strategies: Be Consistent and Persistent

The 8th strategy to stay ahead of the competition is to be consistent and persistent with follow-ups in Selling. I am sharing an interesting statistic on sales from the National Sales Executive Association. The data suggests “10% of the new sales happen on the fourth contact, and 80% of new sales happen between 5th and 12th contact.
Surprisingly 48% of the salespeople never follow up with a prospect. 85% of the salespeople stop following up with the prospect after 3 contacts”. Persistent follow-ups determine success in Sales.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

1st Jan 2023

8 Winning Strategies: Stay Ahead of The Competition

Most times, students ask how does belief gets formed in life? Sales Booster’s book suggests that until the person has knowledge or has experienced something, the belief is a function of upbringing at home, in school, or with close friends. The person can acquire knowledge/experience through books, listening to audiobooks, or participating in seminars. If a person is consistent in the above along with self-reflection and self-talk, the person will develop determination and unflinching belief in self.The 7th strategy to stay ahead of the competition is to use “The Educational Approach” for Selling. Education-based Selling is the opposite of traditional Selling, which is flooded with selling-based messages only. Customers switch off as soon as a salesperson or entrepreneurs starts talking monotonous sales pitches where he talks only good things about his products or services.
Education-based Selling is a powerful strategy that establishes trust and credibility when you educate the customer about the industry and in selecting the product. When you sell for the sake of Selling, you break rapport. But when you educate, you build trust, confidence & differentiate yourself from the competition.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

25th Dec 2022

8 Winning Strategies: Ask The Right Questions

The 6th strategy to stay ahead of the competition is to Ask the right questions. Selling is not sharing your company’s unique selling points. It is about asking the right questions. In my experience salespeople & entrepreneurs speak 90% of the time, after that customer replies “I will think it over” and the meeting ends. Asking the right questions is important because they:
– Allow the salesperson to steer or control the conversation.
– Bring forward true objections.
– Help uncover the buyer’s need.
– Keep the customer involved and alert during the conversation.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

18th Dec 2022

8 Winning Strategies: Calendar or Time Management

Calendar or time management is equivalent to life management. If you pick one common quality among successful people, it would be Calendar management. In my experience of 23 years, I observed that only 10% of salespeople & business leaders use the calendar effectively.
Managing calendar effectively is an important characteristic of two things: Clarity and priority. Clarity comes from the goals we set in each area of life. Priority comes from deciding what to do at a certain point in time.
The best way to manage your daily schedule is to plan your priorities on your calendar and have the self-discipline to do only that. If the salesperson follows the calendar diligently, he will move ahead of the competition. #salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

11th Dec 2022

8 Winning Strategies: Face-to-Face With Clients

When we are sending Whatsapp/SMS or exchanging emails with clients, we are not selling. We are on the treadmill of sales, which means we are only holding on to the relationship. Even If we run for an hour on the treadmill, we are still at the same spot.
Only when the rubber meets the road does one experience reality. To stay ahead of the competition, Successful business leaders and Salespeople step off the treadmill and meet face-to-face with clients. The benefits of being face-to-face with clients are shared in the book
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

4th Dec 2022

8 Winning Strategies: "Your Network is your Net worth"

The 3rd strategy to stay ahead of the competition is Networking. It’s beautifully said, “Your Network is your Net worth”.
There are 3 objectives of Networking 1) Making new connects/contacts with potential customers or partners. 2) Building rapport or long-term relationships with them. 3) Converting them into Customers/Friends/Connections for Life.
Most people go to Networking events but very few know how to network effectively. The ten things one should do in networking events are shared in the book. #Networking
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

27th Nov 2022

8 Winning Strategies: Referrals and Testimonials

The 2nd strategy to stay ahead of the competition is known to all, but very few use it effectively ie getting Referrals and Testimonials. I say this because 3 conditions need to be met
1)The client is happy and satisfied. 2) The client has Trust & great rapport with the entrepreneur/salesperson and Organization. 3) If the entrepreneur/salesperson asks for referrals & Testimonials.
Referrals & Testimonials don’t happen automatically. The salesperson has to be proactive, and it should be actively solicited. They are the true test of a salesperson’s skill because gaining referrals & testimonials confirm how good you have performed. The method to ask for Referrals & Testimonials is shared in the book.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

20th Nov 2022

8 Winning Strategies "Become Friends with Clients".

From this weekend, I will share the 8 winning principles or strategies that will help entrepreneurs or salespeople stay ahead of the competition. The 1st one is “Become Friends with Clients”.
I would like to explain this by quoting Mark McCormack who said, “All things being equal, people will do business with a friend; all things being unequal, people will still do business with a friend.”. When one starts in the profession of Selling, one seeks business first and forming a relationship later. However, when relationships get built first, business follows automatically.
According to me you have become friends with clients only in 2 ways, 1st when you get invited to their family functions or when clients come to your personal functions with family.
2nd clients trust you and are even comfortable discussing competition products or services before buying them.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

13th Nov 2022

B.A.D.G.E. 8 Success Mantras : Improve Every Customer Meeting

The 8th & most important way to generate year-on-year sales is to Improve every customer meeting. The entrepreneur or salesperson needs to ask himself 2 self-improvement questions, 1st what did I do right in this meeting? And 2nd what will I do differently in my next sales meeting?
In the 1st question, the mind is focused on the best part of the sales call ie reaching before the time for the meeting, professionally dressed, good homework of the client done etc. The 2nd question makes you think about the positive changes you would do to improve in your next client meeting ie I will rehearse my objection handling questions better, I will listen to client queries attentively etc.
The beauty of these two questions is that the answers to both are positive. If you practice this regularly, your subconscious mind will create a program to play this over and over every time you encounter such a situation and you will become the leading salesperson in your company or an entrepreneur in your industry.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

6th Nov 2022

8 Success Mantras : Transaction Selling

Transaction Selling occurs when an entrepreneur or salesperson focuses only on a single sale without considering the future. Most Entrepreneurs / Salespeople are focused on earning their commissions from the immediate sale. Lifetime selling requires a consultative and collaborative culture which is based on client-centric goals, mutual trust, respect & win-win relationship.
Commission-based, product-based, price based hard Selling are approaches of Transaction Selling. Value-based, Consultative, Principle-based, and educational Selling are approaches of Lifetime selling. To get consistent business from the same customer, companies should create a culture of lifetime selling. In almost all businesses, repeated business is the true measure of how much earnings the company gains. #salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

23rd Oct 2022

8 Success Mantras : Get An "Inch Edge

The 5th success mantra to generate sales forever is to get an “Inch edge”. While watching the Olympics, I observed the runner who came 1st won ten times the prize money as compared to the runner who only lost by an inch. The question I asked myself was, Is the runner who came in 1st is ten times better & capable than the 2nd runner?
The answer is clearly No. The winner is only an inch faster, but that translates into a 1000 percent difference in prize money. In sports, the runner-up earns something, but in sales, the winner takes all. The Inch edge mantra suggests “A small difference in abilities can lead to a significant difference in results”. Once you develop this first-inch lead, you move ahead of the crowd.
As you add another inch of skill or ability, you keep moving ahead & distance widens between you and the competition. #Inchedge #salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

16th Oct 2022

8 Success Mantras : Do Your Homework

The 4th success mantra to generate sales forever is to do your homework. When we were in school, our parents used to nag us every day about our homework. What parents didn’t tell you, though, is that homework does not stop when you graduate from school, rather it continues at work in building business or selling. Mediocre entrepreneurs and sales guys rarely do their homework before meeting a new prospect. Successful entrepreneurs & sales guys start their homework as soon as he gets the lead. He not only reads the client website in detail but research client’s name and company to find out the latest information. He not only studies client industry and business in detail but also has a couple of questions for the client, separating him from all other salespeople or entrepreneurs. #salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

9th Oct 2022

8 Success Mantras : Procrastination

Procrastination is one of the biggest reasons for poor sales productivity. A mediocre business & salesperson wastes 50% of his work time procrastinating.
A mediocre entrepreneur or salesperson generally reaches late to office, spends a couple of hours in the day reading newspapers, clearing emails, having a couple of coffee’s, chatting about cricket, movies, checking facebook & other social media, enjoying long lunch, doing personal work in office etcetera.
Successful people, on the other hand, arrive early and work 90% of the time in the office. Stop procrastinating and get into action to generate year on year on Sales. #salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

2nd Oct 2022

8 Success Mantras : 2

The 2nd success mantra to generate year-on-year sales is the Ownership mindset. Successful salespeople & business leaders take 100% responsibility for everything they do. They take full ownership of their successes as well as failures. They refuse to blame another person or their external environment for their failures.
Successful business leaders say, “If it’s to be, it’s up to me!”. This ownership mindset has helped successful business leaders achieve in 2 years what other mediocre leaders achieve in 10 years. Develop an ownership mindset for the companies you work in.
Successful business owners also own up to the relationship and sales function closely. #salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

25th Sep 2022

8 Success Mantras

In 2017 when I wrote the book, I used only audiobooks, but in the last couple of years, I observed learning on wheels is also possible through YouTube videos & video podcasts. On YouTube, I can hear and view the authors, their book presentations, or conversations. I can go back in time and listen to the best domestic and global investor’s views during challenging times.
I realized the attention and retention span is better in the case of audio visuals through YouTube videos. So, from today entrepreneurs and salespeople can convert their traveling time into learning time through YouTube videos and podcasts. #salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

18th Sep 2022

8 Success Mantras (1)

From today I will share the 8 success mantras which will help a businessman or salesperson achieve sales year on year. The 1st mantra is to keep learning, and the best way to learn is to Learn on wheels.
Audiobooks are one of the greatest inventions for salespeople, business leaders, and Entrepreneurs. Businessman or salesperson travels approx. 3 hours each day, and if we multiply by 264 working days in a year, he is behind wheels for approx. 800 hrs each year. This time is equivalent to 40% of time spent on one full-time year of studying for an MBA at any university. By turning your car or phone into learning on wheels you will be amazed by the number of sales/business ideas you will get each day/week/month from Audiobooks. So, from today Entrepreneurs or salespeople should convert their traveling time into Learning or classroom time.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

11th Sep 2022

Psychology of Selling

The 2nd attribute of the Psychology of selling is what the product “Does” or what it’s “Benefits” are. The customer would like to know what the features will do for him.
For example, the 5 star or energy-efficient feature in Air conditioners will benefit the customer by reducing his monthly electricity bill by 20%. The shock absorbers in the bike will help him have a comfortable drive-in rough roads also.
One should note that customers always buy the benefits and not the Features. #salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

28th Aug 2022

Psychology of Buying & Selling

The 2nd way to uncover the needs of the customer in an advertisement or sales presentation or brochure is to Demonstrate Emotions.
The cardinal rule of buying suggests, “All buying decisions are 100% emotional”. This rule suggests that a customer buys emotionally and then rationalizes the decision by justifying it in his mind. If your advertisement or presentation triggers that basic emotion, you can appeal to the customer so strongly that his concern about price becomes secondary.
For example, it has been demonstrated that a gentleman can buy diamonds, watches, cars or any costly item to please the woman he loves or is married to. Today parents think little about the price of an item when they wish to make their children happy.
#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

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