BUSINESS HIT

A key thought to remember when you are in sales negotiations is the phrase: No mutual mystification.

Mutual mystification in the sales process is a real deal killer. It happens when either a buyer or seller has different expectations for an outcome of a meeting. Or it can happen when one party does something bewildering that is not clarified-leading to the “two ships passing in the night” syndrome.

The seller must provide leadership throughout the deal flow and must not allow mutual mystification to occur. To ensure that there is no mutual mystification in your deal making, discuss before each meeting:

“Sales” is the most important word in the world of business. The number of sales and the efforts behind making sales can change the destiny of any provider. There are a number of plans and executions continuously going on, in the mind of sales managers, in order to increase sales results. What are the basic selling tools that can raise the levels of your business potential? Let’s find out: -

Quality product – This is the single most important and the foremost factor which needs 100% attention, in terms of quality. Why a customer would buy your product? The answer is, customer needs it. Why he needs it? Because it is going to benefit him in one way or the other or he is influenced by the product. There’s a famous quote regarding sales – “Selling is the greatest art.” But, successful sales are only based based on those products which excel, on account on quality. So if you are looking for long term customers, focus on quality.

According to legendary quality expert W. Edwards Deming, there is one critical, but often overlooked, factor upon which success in almost any business endeavor depends. The ability of your sales team to meet and exceed your revenue targets will be determined largely by your awareness, or lack of awareness, of this one thing. It amazes me how many companies neglect it entirely, focusing instead on individuals and performance issues while the real problem goes unnoticed and unaddressed. Obviously it is vital for you to understand this important component and learn how to manage it properly so that you can unlock the full potential of your sales organization.

According to Dr. Deming, the critical component is your system, or process. For the purposes of our discussion, we’ll be focusing on the process that has to do with generating sales–your selling process. In my experience it doesn’t matter how talented, educated, or experienced your salespeople are, or how hard they work at it, there remains a very large gap between the actual results they will produce and the results they could have produced had someone been paying attention to process. In today’s ultra competitive business environment, where the margin between winning and losing is so slight, I am surprised at how many companies continue to ignore an area that holds such potential for drastic increases in productivity and bottom line results.