Sell And Be Rich E-Book

Changarampatt Manoj

• Herausgeber: Changarampatt Manoj
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 188

Veröffentlichungsjahr: 2018

Beschreibung

Every entrepreneur is also a salesman and working in sales means constantly learning and relearning how to be successful. You have control over your abundance, which can mean you either continue to gain and build your accomplishments, or you flounder in indecision and bad strategies. Whether you are a life-long salesperson, new to a career in sales, or own a business in need of a lift in sales, this guide will give you the "what-to-do" as well as the "how-to-do-it" of making your job work for you.

As a twenty-one-year-old newcomer to sales, author Changarampatt Manoj wished someone could hand him an all-inclusive handbook to making money through selling. After years finding the keys to success himself, he has compiled everything he knows into Sell and Be Rich. This guide will give you the fundamentals of successful practice:

Getting to the "Magic Moment"

Starting to sell

Handling influencers and supporters

Understanding turnover, credits, and margins

Creating targets

Building your Account plan

Identifying your soft skills

Each chapter includes assignments designed to reinforce the lesson and build true understanding. This is not simply a book of buzzwords, but a true workbook for you to start implementing right away. Sell and Be Rich has all of the tips, resources, and advice you need to find your own path to success.

You are born a Super Sales Man. If you are stuck in a myriad of sales processes and fear of the unknown, this book is for you.

Let us Sell and Be Rich.

Leseprobe

Table of Contents

Preface

Contents

Introduction

Who Is a Super Salesperson?

Forms of Commercial Transaction

Determining Needs and Wants

Sales Channels and New Age Channels

Turnover, Credits, and Margins

Starting to Sell

Your Customers’ Magic Moment and Honeymoon

The Retail Environment

Retail Talk

Challenges in Retail Store Businesses

Sales versus Account Management

Three Stages

Solution Selling

Influencers and Supporters

Handling Objections

Closure

Customer Anger and After-Sales Support

An Account Plan for Account Managers

Goals and Targets for You and Your Business

Team Motivation

Strategy-Building Session

The Secret to Success

About the Author

Epigraphs, Quotes from Authors and Status of Permissions

Companies and Brand Names Used in This Book

Keeping in Touch with the Author

Mill City Press, Inc.

2301 Lucien Way #415

Maitland, FL 32751

407.339.4217

www.millcitypress.net

© 2018 by Changarampatt Manoj

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the author.

Printed in the United States of America

ISBN-13: 978-1-54564-339-6

Namaste

(Pronounced as nah-mas-tay)

My soul honors your soul.

I honor the place in you where the entire Universe resides.

I honor the light, love, truth, beauty, and peace within you,

Because it is also within me.

In sharing these things, we are united, we are the same, we are one.

—Hindu Scrolls

Preface

Life is like a river, sometimes flowing and sometimes twisting and turning, going over the rocks, cutting through the rocks, and sometimes forcefully, but most of the times calmly. They say being like water is like being flexible, and I inherited this quality from the bigger mind, the infinite source energy. Before starting the book, please breathe in (as heavily as you can) to inhale positivity, creativity, and open-mindedness as you breathe out negativity and indecision.

The fact is that all of you and I can do anything, anything in the world. All the skills required to succeed are already in you, and by tapping into the infinite source energy, you will be the next success story. If you’re persistent, have a purpose and a desire to reach to the top of your sales career, and are ready to put in time to create sustainable plans and strategies, then this book is just the beginning.

I was educated as an engineer, and my transformation to a salesperson has been extremely difficult. My mind was against the idea of being a salesperson after earning an engineering undergraduate degree. I began a salesperson’s career from the bottom of the ladder. I went back to school to get an MBA in marketing to gain more knowledge in the commercial world.

A few years later, thanks to my manager’s insistence, I joined a Sales Management course. The Mercuri International’s course was one of the most phenomenal courses that I ever attended, moving me into practicing sales as an enjoyable profession. The regret of leaving an engineer’s profession finally left my consciousness. The world of self-learning opened, and I started reading books from sales, neuro linguistic programming, self-awareness, and such.

I’ve been greatly inspired by legendary best sellers like How to Win Friends and Influence People by Dale Carnegie, How I Raised Myself from Failure to Success in Selling by Frank Bettger, The Secret by Rhonda Byrne, The New Solution Selling by Keith M Eades, The Monk Who Sold His Ferrari by Robin Sharma, Manuscript Found in Accra by Paulo Coelho, You Were Born Rich by Bob Proctor, The Strangest Secret by Earl Nightingale, Think and Grow Rich by Napoleon Hill, The Teachings of Abraham by Esther Hicks and Jerry Hicks, Law of Attraction by Michael J. Losier, and much more.

If you’re ready to receive knowledge or are actively searching for knowledge, then this book is for you. If you’re holding this book in your hand, you’re probably readier than ever to learn more and understand these techniques. In life, there is a cost to everything; therefore, you’ll pay the price for getting the value. But the value of this book is much more than the price you’ll pay both monetarily and through resources or time spent in understanding the techniques. You can obtain the best results by generating ideas from the provided guidelines in this book, making notes in this book, completing the assignments, asking for assistance from a mentor or a manager, and discussing the techniques in a team.

You, as the reader, can tap into the unlimited wisdom contained in this book. The ideas and techniques will reach and awaken the innermost corners of your mind and bring about newer ideas to the surface, ready to be implemented. The techniques were a result of several years of training in the corporate world, coaching and mentoring start-up companies, as well as teaching my own team of sales within the organization. These useful and proven techniques come directly from my work and life experiences and have generated millions of dollars of revenue that I’ve witnessed being attained either as a Super Salesperson, sales manager, or mentor. The book comes with different assignments at the end of each chapter that serve as the summary of each chapter as well as a guide to developing your own ideas, techniques, and plans. I recommend that you limit completing two chapters per day if all assignments are relevant to your current field of work.

Do you have a definiteness of purpose? If your purpose is to be wealthy and to have abundance by selling, then this book is for you. By the end of this book you’ll have learned how to prepare a guaranteed sales plan or strategy for your business and start-up company. By selling and reaching the top of your sales career, you’ll be rich beyond your current imagination.

Let us sell andbe rich!May happiness, abundance, and wealth be with you.

Amen, Amin, Thathaastu.

When the student is ready, the teacher will appear.

—Zen proverb

Introduction

Employment in today’s world is considered a social norm, and looking after your family and your personal needs seems like the main reason people work. Employment often is directly related to the education you have or the number of degrees you hold. What kinds of schools or universities produce Super Salespeople? Can you take any courses to learn knowledge in sales?

You and I probably went to the same kind of school where we were taught how to spot a color. I was taught that blue looks like blue. If somebody had taught me that the blue in England is the green in my hometown, I would have pictured a blue mango tree. Wait, you just imagined a blue mango tree, didn’t you? You are creative!

The teaching systems around the world seem to originate from one school of thought. We all learned colors, English letters, numbers, words, phrases, sentences, and complex sentences in the same way, which gave us the capacity to talk to someone in any part of the world provided we all spoke English (or Mandarin or French or Spanish or Hindi or Hebrew). Different parts of educational specialization lead to specialist professionals such as doctors, engineers, accountants, and lawyers.

The sales profession is an absolute necessary function in every company, enterprise, and start-up firm; thus, the value of a good sales team and a Super Salesperson is high. Therefore, I really wonder why sales and motivation are excluded in high schools or pre-university schools. So how do you become a salesperson? How do these specialist doctors or engineers or accountants or lawyers become entrepreneurs, thus needing to actively sell? Or how does someone learn only sales as a subject to be a Super Salesperson?

I wish that schools would consider sales as a mandatory subject together with the usual science, mathematics, history, and geography. The intention of this book is to impart the fundamentals of sales to you and everyone aspiring to be a Super Salesperson or a professional intending to enter the entrepreneurial life. This is a what-to-do and how-to-do book for beginners as well as a step-by-step guide for the already initiated salesperson. This self-tutoring book helps you bridge many years of working experience.

The Super Salesperson is a genius and unique, specially bred by his or her thoughts and skills. You are a Super Salesperson, and the process of learning the science of sales laid out in this book will result in sharpening your saw. The Super Salesperson also knows the basic universal laws and is always motivated, relentlessly moving forward, not distracted or disappointed through the day.

The Super Salesperson will know the time to speak about his or her work as a matter of self-declaration and not as a boastful person. The Super Salesperson welcomes competition and moves on to create unique ways of selling based on the principles and science of sales. The Super Salesperson is punctual and articulate and is learning about his or her products or customers every day. As a result, he or she is sharpening his or her knowledge base to support the already-sharpened saw.

If you’re reading this book, you’re already on a path to greatness by becoming a Super Salesperson eager to absorb every single drop of knowledge included within these pages. Now is no better time to read, learn, and act—and act you must! Success will follow you if you act now with your vision in mind with the utmost faith. Fortune favors the bold, and you’ll see new circumstances or people emerging in your life to take you to the path of success. Remember to say a word of gratitude whenever you get a moment; doing so will bring you utmost joy.

Brands and companies succeed only with sales revenues. Salespeople are the No.1 employees in any company. If you’re a start-up company founder, sales will be the most important milestone in your lifecycle. Over the last twenty-nine years, I have been in corporate business either as a Super Salesperson, leader, entrepreneur, trainer, or mentor. This book is the result of the creative craving with utmost keenness to impart my knowledge.

It contains every single technique that I’ve learned over the years. I wish someone had given me this book when I was twenty-one years old. As a practical Super Salesperson, I provide ample examples and assignments to engage you to learn and practice as we go along. I have always done training as a workshop or interactive sessions, thus being able also to learn while I teach. This book will sharpen your sales skills to become the Super Salesperson that you’ve always wanted to be.

This book is about sales and the secret to become a Super Salesperson. You can easily implement the principles in this book in a step-by-step method, though not necessarily in the same order. As you read, my humble suggestion is that you have a pencil and a highlighter with you so you can mark ideas that you don’t want to forget. After each chapter, engage in the assignments and master the lesson. Choose an example from your sales life or an imaginary case from a neighbor’s business. Doing so can be immensely valuable to you. You can choose to begin anywhere in the book, do some exercises or case studies, and skip to whatever topic interests you.

Let’s sell and be rich.

Part 1

Mastering the Basics

Dream big. Start small. Act now.

—Robin Sharma

1

Who Is a Super Salesperson?

Who is a Super Salesperson is the multimillion-dollar question. Are people born a Super Salesperson? Do they belong to a certain race, tribe, color, or gender? Approximately 7 billion human beings live on this planet. Is there a way to distinguish Super Salespeople from normal individuals? If they aren’t born as salespeople, then what tricks did they have up their sleeves? These were the types of questions I asked myself when I was young. One thing I knew was that I wanted to know the secret to be a Super Salesperson. Do you have such questions in your mind?

After many years of life experience, I realized that every single living human being is a salesperson, naturally born with the skills to do sales. Everyone possesses the same skills. How so?

If you’re speaking about a product or service to another person, then you’re a salesperson. In fact, talking about products, people, or services to your friends, family, and community is a way of selling. Are you trying to win a friend’s attention on a topic, product, service, movie, or food? Are you interviewing for a job where you sell yourself? Are you doing a presentation in your high school or college about a topic? These are all examples of sales in day-to-day life.

One fine day, I was at Johannesburg Airport travelling out of the country after a conference. I wanted to use the washroom and walked towards it. I opened the door and entered the men’s washroom. A well-groomed young janitor dressed in clean and ironed uniform greeted me. “Good morning, sir, Welcome to my office; please have a seat,” and he pointed at the cabins. I was so taken aback by his enthusiasm at such a profession. This gentleman had maintained the washroom in impeccable condition and even offered an explanation on why it is important to wash my hands with soap after using the washroom.

He left me off drying my hands at the hand drier. When I was leaving the washroom, he greeted me again and said, “I hope you enjoyed your stay and our services.” For his impeccable skills in communicating with me earned him a handsome tip too. That very day, I realized that regardless of the nature of your job you can do the best in what you are doing and stand-out as an outstanding professional. I thought he was a great Super Salesperson. What do you think?

Selling has been an integral part of civilization for thousands of years and one of the oldest and simplest professions in the world. People possessed a good or a service, and they used to sell it for a cash equivalent or to barter. In fact, money was invented to accept and give a price for a product or service. Having established the fact that sales is a natural tendency or skill that people are born with, what makes it so difficult?

I had finished my degree in engineering and was working as a trainee. The social circles and the society at large considered the doctors and engineers to be the top of the social class. In fact, many people used to look down on salespeople. Do you picture someone hawking to you or cold calling you at your office or home?

Back in the 1940s, sales was not considered as a profession, yet sales is the only way someone can succeed or the way in which to build a successful business. I was totally unaware of the sales profession. I used to consider my colleagues in the sales department as the lower subjects in a professional organization.

But something else was happening inside me too. During my training period, I was offered different options. I decided to leave a factory-based engineering job to move to customer service. I loved travelling and meeting new people. I liked going to a project site to contribute during the construction phase.

After two years of my career and moving around different branches, I met two unique sales colleagues. The curiosity in me gave rise to asking questions and learning more about sales. I started becoming aware of sales as a profession and what exactly the Sales team did. That was the first time I realized that the sales team were paid better than the technical team. Soon I got involved in preparing bids and configurations for complex sales deals.

After years of experience in holding career positions, I took up a job to be the customer facing sales person. I realized that this is the moment for me to get it right. I wanted to succeed as a sales person and rise to the top. Universities and colleges offer several professional courses in engineering, medical, accounting, law, and other professions. Such a degree didn’t really help me to be good in sales. I started looking around. I realized then, back in the 1980s, that many universities didn’t offer sales degrees or courses, although some recently have implemented such programs.

I asked around, received help, went for training programs and read every single book on sales and sales management. I modelled successful sales people around me, I read legendary biographies, and listened ardently to audio material. What I found was amazing.

At the outset, the Super Salesperson does two things well:

He or she influences a decision and engages in a commercial transaction for a mutual benefit.He or she knows how to solve a customer problem.

That is pretty much the essence of the definition that I use in this book.

I must caution you that when doing good things in sales, you aren’t manipulating or twisting consumers or customers. The Super Salesperson has a genuine desire to solve a problem, a genuine desire to close deals, and a genuine desire to make money. I like to think that the Super Salesperson is in a constant circle of giving and receiving. As the law of attraction says, what you think is what you become. However, in a desire to attract money, be careful not to draw yourself to things or services that harm the society at large, such as ammunition, drugs, or other similar illegal activities that create damage to society or the planet.

A Super Salesperson loves when adrenaline flows before closing a deal or after winning a deal. The Super Salesperson is excited all the time about the opportunities in the world and the ways to create the opportunities and makes a way through that opportunity door. The Super Salesperson is a numbers person, and this is a basic quality that must be learned before he or she becomes a Super Salesperson. Being a numbers person means being able to multiply, add, divide, and subtract—purely a seventh-grade knowledge base that you probably already have.

We are salespeople, and most of us are good at it. Some of us are great salespeople, and a numbered few are elite Super Salespeople. As a starting point to this book and the elaborate sales guide that follows, let us bow our heads and admit affirmatively that we are all good salespeople. Now focus on sharpening your skills and becoming great salespeople.

A while earlier we saw that a Super Salesperson influences a decision to engage in a commercial transaction for a mutual benefit while solving a customer’s problem. The key behavior point leads to a conclusion that all good salespersons start with the customer.

During one of my career stints in customer support, I was travelling to remote sites using a taxi from a regular taxi company our company used. There was a day when I came down from my apartment to see a new car and a new driver standing next to it at the designated time. The new driver greeted me, opened the door to the car, and explained that my regular driver was absent from work.

I sat in the back-seat for about an hour in the three-hour drive before I started communicating with the driver. I realized that the driver was well-spoken and decided to share, moving myself to the front to have better conversations with him. By the time we ended the journey, I was so pleased with this new driver and his intellectual conversations, I asked him whether he could come back should I need him in the following week. He smiled and said, “Sure, sir. I will come by, if my driver is absent.” I was dumbfounded and realized that all this while I was driving with the owner of the taxi company. Interesting enough, the same driver, aka the owner of the taxi company, came back for me the following week, and we cemented a very interesting relationship.

Super Salespersons take the time and effort to discover their customers’ needs. Do you spend time and effort to research your customers and ask them directly or indirectly what they need? Most of the time sales persons almost always sell the products before asking what our real needs are. Being a consultant to customers is another way of describing the lead qualities of a Super Salesperson. Customers have a spending power and a budget that they s pend to procure products and service.

You can find a Super Salesperson in the streets of Kenya, a corporate salesperson in the United States, and a government sales manager in Zurich. The principles of sales are the same in any of these roles, but you need a more structural understanding of sales in order to become efficient in the core sales function. I explore this and more in greater detail in the following chapters to give you the tools that you need to become the Super Salesperson.

Let us build skills to be the Super Salesperson.

Assignment 1.1

This is a very enjoyable and thorough exercise for you to do. As a simple way to progress in any topic, I generally practice a self-assessment tool. When I started my sales career, I got into a habit of comparing my skill sets to other successful Super Salespersons.

We now know a bit more about the qualities of the Super Salesperson after reading this chapter. What, in your opinion, are the skills needed by a Super Salesperson? This is a very initial gauging of your understanding of the topic, and it is best to tabulate them before going to the next chapter.

Commerce is a game of skill which everyone cannot play and few can play well.

—Ralph Waldo Emerson

2

Forms of Commercial Transaction

A