Sales and Leadership Wisdom from the Leaders,Abhay Aima​

28th July 2024

Sales and Leadership Wisdom from the Leaders,Abhay Aima​

Mr. Aima – group Head of HDFC Bank has seen many cycles of good & tough times so I asked him a question, Sometimes sales may not happen as planned. What’s your advice to the sales team in these situations?
There is a simple formula, which I call the “man,” or M-A-N. So if I am trying to sell someone something, “M” is for money, you should have the money to buy it. “A” is for, does he have the authority to buy it? And the third is, “N,” is there a need for the product? If these three things are met – the person has the money, the authority, and the need – the sale has to happen.
When you analyze, when the sale fails – and I am talking general sales – you have miscalculated or not understood. So when something fails you need to determine, where did I miss out? He didn’t have the money to buy, or he didn’t have the authority to do it, or he didn’t have the need for it. Instead of getting disheartened, the way to look at is, where did I not gauge correctly? Basically everything being equal, your brand may not be powerful enough, but those are things that are not your fault.
When you are actually doing a sales call, you are actually looking at money, authority and need very consciously.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

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