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Prospectus says it all
There are numerous tutorials available for easy ways of sales and marketing. Though many of the professional find it difficult to cope with the prevailing situation.
It does not mean that professionals are less aware of the prevailing market conditions or the consumer behavior, but they are not aware enough to convert a prospectus in to consumer / client.
To address this question innovatively, first it is very important to understand the basic difference between selling and marketing. Usually people assume that to sell something means selling or marketing. Most of the people take these two words as synonyms.
Infect these two words defines different practices; as far as I understand; selling means meeting the requirement of goods or services through an outlet or door to door approach, in this category the requirement is already there and mostly recurring and growing in number, where as marketing means there is no immediate requirement aroused to any one or any organization, but you make them think for the requirement and important of the goods/service you are delivering. It involves convincing as well as persuading; whatever is required according to circumstances. Here the goods or services delivered are delivered with a projection of its utility to the targeted individual or organization, sometime it is done through solicitation also. So this is called marketing.
There are numerous books available to learn both of these but in real sense nothing can replace the actual experience. "You can not learn swimming on carpet", similarly if you want to learn any thing regarding these two disciplines you need to have real, practical training.
Why? Because each and every consumer is unique, you cannot generalize consumer behavior. So need to learn to identify this very important trick of the trade arises. There are numerous institutions, which provide training for sales and marketing, but most of the candidate of such organization needs extensive practical training. Also most of the organization teaches these subjects from the books and case studies, but it does not help enough, they can only show you the path but cannot realize your goal. Because day by day the human desires and priorities change, to cop with such changes you have to be in the real market to access the real scenario. It does not mean that I am against the teaching process, but there is a very big gap between the education and real world statistics. I personally feel that we need to narrow this gap as minimum as possible. This will certainly reduce the time of catching up with the market requirements for the sales and marketing professionals.
Now we come to the real point, the simple ways of learning sales and marketing. This is really simple though interesting in practice and it has capacity to reduce the stress adjoined to these professions, basically my aim is to reduce stress in the life of the sales and marketing professionals.
Step one is to understand the nature of the prospectus, every one in this world inclined towards these three key factors 'Kamini' (physical urge), 'Kanchan' (Wealth) and 'Kirti' (Popularity), any one can have inclination towards these three 'K' or at least towards any one or two 'K' among this.
What you need to do as a professional is finding out what is the key factor/factors of your prospectus, at what among these three the prospectus is more inclined is to be find out during initial discussion.
You may feel that how to identify these factor?
Again it is very simple, take this point carefully, when you propose for any goods, services to your prospectus he/she will start questioning, and also argue on some answer from you, in this case take note of the question mentally immediately analyze that where it belongs to, you may find it ridiculous at first instance but once you start analyzing this way you will definitely able to find personality traits of your prospectus and keeping in mind that where his/her inclination goes in on on 'K', two 'K' or in all of three 'K'. Now as you get acquainted with the traits you will be at ease to answer according to his/her trait so it will least create chance for argument and more of acceptance. And this way your prospectus will be converted in to the real customer/client.
Though you might think that how to analyze the question in to these three category, that, which question belongs to, which trait.
Then here is the clues; if your prospectus ask more about cost and benefit, then he/she is inclined to wealth, if your prospectus ask more about the appealing factor of the product or service in his / her context, ask for the beauty or elegance of the product or service, then he/she definitely inclined to physical urge, physical attraction. To understand it easily, let us take an example; if a customer come to purchase a ready made garment and ask for catchy colours body hugging outfit short sized cloths naturally you will realize that the prospectus is more inclined towards the physical aspect of life. Similarly if a male customer chooses to ask female counter sales girl for help or suggestion to select some thing, it primarily shows his inclination towards physical urge. And if a prospective client who ask for the aesthetic values, brand category, quality standards, asking for who is choosing your product/services to buy during interaction with you shows that, your prospectus is inclined towards popularity traits.
So this way once you learn about the personality traits of the prospectus, fifty present of your task is completed and remaining fifty present you can complete through technical presentation and persuasion according to the discovered traits in the prospectus.
It does not mean that professionals are less aware of the prevailing market conditions or the consumer behavior, but they are not aware enough to convert a prospectus in to consumer / client.
To address this question innovatively, first it is very important to understand the basic difference between selling and marketing. Usually people assume that to sell something means selling or marketing. Most of the people take these two words as synonyms.
Infect these two words defines different practices; as far as I understand; selling means meeting the requirement of goods or services through an outlet or door to door approach, in this category the requirement is already there and mostly recurring and growing in number, where as marketing means there is no immediate requirement aroused to any one or any organization, but you make them think for the requirement and important of the goods/service you are delivering. It involves convincing as well as persuading; whatever is required according to circumstances. Here the goods or services delivered are delivered with a projection of its utility to the targeted individual or organization, sometime it is done through solicitation also. So this is called marketing.
There are numerous books available to learn both of these but in real sense nothing can replace the actual experience. "You can not learn swimming on carpet", similarly if you want to learn any thing regarding these two disciplines you need to have real, practical training.
Why? Because each and every consumer is unique, you cannot generalize consumer behavior. So need to learn to identify this very important trick of the trade arises. There are numerous institutions, which provide training for sales and marketing, but most of the candidate of such organization needs extensive practical training. Also most of the organization teaches these subjects from the books and case studies, but it does not help enough, they can only show you the path but cannot realize your goal. Because day by day the human desires and priorities change, to cop with such changes you have to be in the real market to access the real scenario. It does not mean that I am against the teaching process, but there is a very big gap between the education and real world statistics. I personally feel that we need to narrow this gap as minimum as possible. This will certainly reduce the time of catching up with the market requirements for the sales and marketing professionals.
Now we come to the real point, the simple ways of learning sales and marketing. This is really simple though interesting in practice and it has capacity to reduce the stress adjoined to these professions, basically my aim is to reduce stress in the life of the sales and marketing professionals.
Step one is to understand the nature of the prospectus, every one in this world inclined towards these three key factors 'Kamini' (physical urge), 'Kanchan' (Wealth) and 'Kirti' (Popularity), any one can have inclination towards these three 'K' or at least towards any one or two 'K' among this.
What you need to do as a professional is finding out what is the key factor/factors of your prospectus, at what among these three the prospectus is more inclined is to be find out during initial discussion.
You may feel that how to identify these factor?
Again it is very simple, take this point carefully, when you propose for any goods, services to your prospectus he/she will start questioning, and also argue on some answer from you, in this case take note of the question mentally immediately analyze that where it belongs to, you may find it ridiculous at first instance but once you start analyzing this way you will definitely able to find personality traits of your prospectus and keeping in mind that where his/her inclination goes in on on 'K', two 'K' or in all of three 'K'. Now as you get acquainted with the traits you will be at ease to answer according to his/her trait so it will least create chance for argument and more of acceptance. And this way your prospectus will be converted in to the real customer/client.
Though you might think that how to analyze the question in to these three category, that, which question belongs to, which trait.
Then here is the clues; if your prospectus ask more about cost and benefit, then he/she is inclined to wealth, if your prospectus ask more about the appealing factor of the product or service in his / her context, ask for the beauty or elegance of the product or service, then he/she definitely inclined to physical urge, physical attraction. To understand it easily, let us take an example; if a customer come to purchase a ready made garment and ask for catchy colours body hugging outfit short sized cloths naturally you will realize that the prospectus is more inclined towards the physical aspect of life. Similarly if a male customer chooses to ask female counter sales girl for help or suggestion to select some thing, it primarily shows his inclination towards physical urge. And if a prospective client who ask for the aesthetic values, brand category, quality standards, asking for who is choosing your product/services to buy during interaction with you shows that, your prospectus is inclined towards popularity traits.
So this way once you learn about the personality traits of the prospectus, fifty present of your task is completed and remaining fifty present you can complete through technical presentation and persuasion according to the discovered traits in the prospectus.
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