Customer Centric Sales 101

‘Sales’ is a rather dynamic but at the same time pretty daunting discipline to work in. Have you been struggling off late to meet your sales targets? Have you taken some time to introspect about the manner in which you approach the consumers? Is it more to do with you and your company’s goals, or does it have something for the customer as well? Are you selling the product or are you selling yourself? It is a very important question that is mostly neglected by a huge number of sales professionals.

The simple trick is to approach the consumer and to see things from their perspective, and direct your pitch in that manner with the correct attitude and self confidence. Door Training and Consulting has done some very good work in this arena and have a highly comprehensive customer centric module to boast about. Their biggest USP lies in the facts that they back up their research with. They address the keys areas of concern and come up with solutions to some of the most pervasive questions staring sales people and professionals in the face.

Customer-centric selling is not a difficult code to crack. It is not rocket science by any means. This innate potential to sell isn’t something that people are born with; it is an art that is acquired.

First things first, the basic rule dictates to create a unique consumer environment, adding value to their experience with you or the firm. However, customer-centric selling is not at all about being nice and servile. At no point of time should you be too servile and beg to the consumer to buy your products or services. This brings down your value significantly.

You must be thorough in your background research and make emphasis on adding value to your product. It should be such that it almost becomes indispensable for the buyers and they approach you for the same. It is to be noted that consumers are not interested in your profit margins, in your firm and you. What they really want is their fear and apprehensions to be addressed to the maximum regarding any specific details of the product. They are investing money and want full value out of it.

The goal of successful customer-centric selling is identifying consumer needs, their body language and carving a selling narrative around it. It is sure to yield positive results. Also, do not forget to continue providing the consumer with any assistance later on. This generates immense value. The companies that abandon the consumer after the purchase are likely to fall flat on the face. A customer centric selling also takes into account consumer feedback and develops on that. It is no surprise that these are just the values that Door Training and Consulting runs by.

 There are certain pointers that might be instrumental in devising a customer centric selling model:

• Provide Information: Do not come across as an annoying sales person trying to sell a product at the cost of annoying the consumer. Be as accurate as you can in providing as much positive information about the product that you can.
• Identify your USP: It goes without saying that a good customer centric selling model will focus and celebrate the uniqueness of their product rather than luring consumers by making false promises.
• Engagement: Devise means of healthy interactions with the consumer for a prolonged association.
• Be tech-savvy: Do not try to everything on your own rather make use of social network and other departments to advertise and garner curiosity about the product.

At the end of the day, confidence is what will get you over the line, when it comes to transforming those potential customers into regular clients. Happy Selling!

‘Sales’ is a rather dynamic but at the same time pretty daunting discipline to work in. Have you been struggling off late to meet your sales targets? Have you taken some time to introspect about the manner in which you approach the consumers? Is it more to do with you and your company’s goals, or does it have something for the customer as well? Are you selling the product or are you selling yourself? It is a very important question that is mostly neglected by a huge number of sales professionals. - See more at: http://www.doortraining.co.in/blog/customer-centric-sales-101/#sthash.ltzIw4FD.dpuf

‘Sales’ is a rather dynamic but at the same time pretty daunting discipline to work in. Have you been struggling off late to meet your sales targets? Have you taken some time to introspect about the manner in which you approach the consumers? Is it more to do with you and your company’s goals, or does it have something for the customer as well? Are you selling the product or are you selling yourself? It is a very important question that is mostly neglected by a huge number of sales professionals. - See more at: http://www.doortraining.co.in/blog/customer-centric-sales-101/#sthash.ltzIw4FD.dpuf

‘Sales’ is a rather dynamic but at the same time pretty daunting discipline to work in. Have you been struggling off late to meet your sales targets? Have you taken some time to introspect about the manner in which you approach the consumers? Is it more to do with you and your company’s goals, or does it have something for the customer as well? Are you selling the product or are you selling yourself? It is a very important question that is mostly neglected by a huge number of sales professionals.

The simple trick is to approach the consumer and to see things from their perspective, and direct your pitch in that manner with the correct attitude and self confidence. Door Training and Consulting has done some very good work in this arena and have a highly comprehensive customer centric module to boast about. Their biggest USP lies in the facts that they back up their research with. They address the keys areas of concern and come up with solutions to some of the most pervasive questions staring sales people and professionals in the face.

Customer-centric selling is not a difficult code to crack. It is not rocket science by any means. This innate potential to sell isn’t something that people are born with; it is an art that is acquired.

First things first, the basic rule dictates to create a unique consumer environment, adding value to their experience with you or the firm. However, customer-centric selling is not at all about being nice and servile. At no point of time should you be too servile and beg to the consumer to buy your products or services. This brings down your value significantly.

You must be thorough in your background research and make emphasis on adding value to your product. It should be such that it almost becomes indispensable for the buyers and they approach you for the same. It is to be noted that consumers are not interested in your profit margins, in your firm and you. What they really want is their fear and apprehensions to be addressed to the maximum regarding any specific details of the product. They are investing money and want full value out of it.

The goal of successful customer-centric selling is identifying consumer needs, their body language and carving a selling narrative around it. It is sure to yield positive results. Also, do not forget to continue providing the consumer with any assistance later on. This generates immense value. The companies that abandon the consumer after the purchase are likely to fall flat on the face. A customer centric selling also takes into account consumer feedback and develops on that. It is no surprise that these are just the values that Door Training and Consulting runs by.

 There are certain pointers that might be instrumental in devising a customer centric selling model:

• Provide Information: Do not come across as an annoying sales person trying to sell a product at the cost of annoying the consumer. Be as accurate as you can in providing as much positive information about the product that you can.
• Identify your USP: It goes without saying that a good customer centric selling model will focus and celebrate the uniqueness of their product rather than luring consumers by making false promises.
• Engagement: Devise means of healthy interactions with the consumer for a prolonged association.
• Be tech-savvy: Do not try to everything on your own rather make use of social network and other departments to advertise and garner curiosity about the product.

At the end of the day, confidence is what will get you over the line, when it comes to transforming those potential customers into regular clients. Happy Selling!

- See more at: http://www.doortraining.co.in/blog/customer-centric-sales-101/#sthash.ltzIw4FD.dpuf

‘Sales’ is a rather dynamic but at the same time pretty daunting discipline to work in. Have you been struggling off late to meet your sales targets? Have you taken some time to introspect about the manner in which you approach the consumers? Is it more to do with you and your company’s goals, or does it have something for the customer as well? Are you selling the product or are you selling yourself? It is a very important question that is mostly neglected by a huge number of sales professionals.

The simple trick is to approach the consumer and to see things from their perspective, and direct your pitch in that manner with the correct attitude and self confidence. Door Training and Consulting has done some very good work in this arena and have a highly comprehensive customer centric module to boast about. Their biggest USP lies in the facts that they back up their research with. They address the keys areas of concern and come up with solutions to some of the most pervasive questions staring sales people and professionals in the face.

Customer-centric selling is not a difficult code to crack. It is not rocket science by any means. This innate potential to sell isn’t something that people are born with; it is an art that is acquired.

First things first, the basic rule dictates to create a unique consumer environment, adding value to their experience with you or the firm. However, customer-centric selling is not at all about being nice and servile. At no point of time should you be too servile and beg to the consumer to buy your products or services. This brings down your value significantly.

You must be thorough in your background research and make emphasis on adding value to your product. It should be such that it almost becomes indispensable for the buyers and they approach you for the same. It is to be noted that consumers are not interested in your profit margins, in your firm and you. What they really want is their fear and apprehensions to be addressed to the maximum regarding any specific details of the product. They are investing money and want full value out of it.

The goal of successful customer-centric selling is identifying consumer needs, their body language and carving a selling narrative around it. It is sure to yield positive results. Also, do not forget to continue providing the consumer with any assistance later on. This generates immense value. The companies that abandon the consumer after the purchase are likely to fall flat on the face. A customer centric selling also takes into account consumer feedback and develops on that. It is no surprise that these are just the values that Door Training and Consulting runs by.

 There are certain pointers that might be instrumental in devising a customer centric selling model:

• Provide Information: Do not come across as an annoying sales person trying to sell a product at the cost of annoying the consumer. Be as accurate as you can in providing as much positive information about the product that you can.
• Identify your USP: It goes without saying that a good customer centric selling model will focus and celebrate the uniqueness of their product rather than luring consumers by making false promises.
• Engagement: Devise means of healthy interactions with the consumer for a prolonged association.
• Be tech-savvy: Do not try to everything on your own rather make use of social network and other departments to advertise and garner curiosity about the product.

At the end of the day, confidence is what will get you over the line, when it comes to transforming those potential customers into regular clients. Happy Selling!

- See more at: http://www.doortraining.co.in/blog/customer-centric-sales-101/#sthash.ltzIw4FD.dpuf

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You are here: Home How Do You Handle a Naysayer? Eight Tips for Managing Those Who Are Negative How Do You Handle a Naysayer? Eight Tips for Managing Those Who Are Negative

Recently, I was writing at the local university, and I ran into a friend that works for the construction department on campus. He asked me for a few ideas for handling a “naysayer” at work. It seems that he was building some new rooms in the library, so they had to tear out the old rooms first. After framing the new rooms, they had the air conditioning people come and install all of the duct work in the ceiling. Then they hired an independent contractor to insulate the ceiling. The insulation guys brought in a table on wheels with all their equipment on it that they could roll around the room to do their work. When they were finished, they never retrieved their table nor their tools. My friend spoke with the superintendent responsible and asked if he could call the independent contractor to come and get their table and tools.

The superintendent responded, “No, I am not calling those guys to tell them that they need to get their #@+=! crap.” My friend responded, “Did I say that you had to say that? I’m just asking if you could call them and say, ‘Hey, we are getting ready to texture and paint the walls, and we wondered if you could have your guys come and get their equipment.’”

Have you ever worked with or met someone whose regular answer to anything they are asked to do is usually “No!” Or perhaps every time you offer an idea, they say, “Yeah, but….” These individuals often make comments such as: “That will never work!” “You don’t know what you are talking about!” or “That’s the stupidest idea I’ve heard this week.” These people have a negative response for everything. They shut down collaboration, stifle creativity and innovation, and drain everyone’s energy.

Here are some ideas for helping the naysayer to work and play well with others.

Take them seriously, but not personally. When such people begin a negative rampage, you want to understand what the source of all their bluster is, but you don’t want to take their negativity personally. After all, their words, feelings, and actions reflect what is going on inside of them—it is all about them, not you. Remain calm in order to manage the conversation in an effective way rather than getting drawn into their negativity.

Understand the sources of their objections. Acknowledge their disagreement or any negative statements about the situation so they will know that you have heard them, and then ask them questions to understand their perspective. For example, you might say something like, “So, if I have heard you correctly, you think that ….Would you help me understand what supports that position?” Listen for them to share the data or evidence that would support their view. Continue to ask questions that surface their reasoning, logic, and supporting information behind their objections. If they can’t answer your questions with some form of a reasoned response, you know that there is probably a more personal issue at stake in this situation.

Offer alternatives. After listening to them, ask them if there is another way to interpret the same set of facts that they are using as support for their argument. If they can’t think of a response, rehearse the evidence they offered and offer a different interpretation of those same facts. This will offer them a different point of view that they may not have considered. Follow up by asking them about your offered viewpoint.

Engage them with questions. You can get past their negativity by asking questions. Asking questions creates engagement and moves the conversation forward rather than creating a battle over differing views. If you take the time to understand the other person first, then when you ask for their consideration of your ideas, you are more likely to have their attention.

Retrain your brain. When you hear someone use, “Yeah, but…,” you must change any negative interpretation of that phrase to mean that the person has an additional thought or different idea. This will help you to derail your own potential defensive response to their negativity. Be curious and inquisitive about the information that resides behind their “Yeah, but…,” response.

Be respectful of different ideas. If there is something positive or important for consideration in their viewpoint, tell them so and express appreciation for their perspective. Sometimes we are quick to exclude ideas that are delivered with disrespect. Move past the mode of delivery and express appreciation for a thought that adds insight to the conversation.

Include them if they will be included. Naysayers push people away with their negativity in part because of the perception that they are difficult to deal with and hard to be around. The behavior of others reinforces the naysayers’ perspective that people don’t care for them or don’t want to hear what they have to say. In this way the behavior of the naysayer serves to create the exclusionary behavior of others. Surprisingly, people will sabotage themselves to reinforce the negative beliefs they have of others. Don’t get pulled into this drama. Look past their negativity and avoid being exclusionary because of their poor choice of behavior.

Offer them a bigger picture. Sometimes offering the naysayer the bigger picture of a challenge or an issue will help to shift their perspective. When things don’t go as we planned, we often become so mired in what we want that we lose sight of the broader view of what is important for everyone or what should take priority.

Interacting with someone who is negative can be a challenge on many fronts. What is important is that we see past their negativity in order to understand them and their ideas. This is often difficult because of the manner of their delivery and because of their seemingly disrespectful treatment of others. I can’t guarantee that you will always be successful in winning over a naysayer to your way of thinking, but in trying some of these concepts you are keeping them from making a naysayer out of you.

Corporate Training Increases Overall Productivity

Corporate training is a vast term which refers to all types of training that are required to increase the overall productivity of an organization. It is normally conducted within the corporate environment. These types of training differ in every organization depending upon the requirements and strategies.

For example: An organization may require customer service training whereas other corporation may need technology training to improve the efficiency of their employees.

Corporate Training Solutions

However, there are certain crucial and basic trainings that may be required for every corporation. IT training is one of the most important aspects of every organization these days.

There are various types of programs which are designed to provide IT training to the corporate employees. They provide certification on completion of the training. The company bears the expenses incurred for such type of employee training.

What is Certification?

Certification basically means a credential earned by an individual on completion of course. It is given only when you pass the examination. It is widely used for mastering the new technological products in the corporate world. The products could be mastering the new information system, software development, database management, server administration etc.

These IT certifications are always an added advantage when you apply for a new job. It also helps for the personal and professional growth of an individual in the corporate world. Hence, corporate employees nowadays actively get involved in such certification courses.

Outsource Corporate Training

Nowadays, corporate training responsibilities are also outsourced to third party companies. This could be also due to the unavailability of the expertise among the existing resources.

The organizations which provide training service are the specialists in their respective fields. The clients either opt for consultation or try out online leaning from these organizations which provide training. Every organization wants to be well equipped with the latest technology prevailing in the market.

IT certification courses are also available for a short period of time like a week long or for ten days. They are more like workshops held by the companies. The main aim of an organization is to increase the efficiency and productivity.

Corporate IT training is by far the most valuable and cost effective trainings that the companies are investing in. It allows an organization to compete with others in the market.

It is important to cope up with the ever-changing technologies. Each day there is something new being introduced in the market and it is extremely crucial to gain all the knowledge and updates about it.

Most of the times, the employees are sent for programs which are irrelevant. It is always wise to use other resources strictly according to the company requirements.

Sometimes the independent training companies also sign up a contract for stationing their trainer inside the outsourcing company for a certain period of time. The training companies conduct research and design a training module depending upon their client requirements.

Apart from the training on IT, the companies also outsource their training responsibilities on various other fields like team building training, leadership training, organizational training etc.

There are management training programs also available which are aimed at enhancing the time management skills, managerial skills etc. These programs create a positive effect in the corporate offices ultimately increasing the productivity.

It has been observed that the corporate education budget for training an individual employee increases as the company size grows. Hence, big corporate offices do not hesitate to send their employees for special training programs.

Only by providing sufficient training to the employees, the corporations can delegate more on new responsibilities. Professional education is an integral part of every organization.

ABOUT US:– DOOR Training and Consulting India (P) Ltd provide smart training and consulting solutions in the areas of leadership, sales and sales management, customer service and soft skills training such as communication and negotiation and beyond. DOOR facilitates corporate training solutions that have a direct impact on business performance. We have established our credibility by providing comprehensive and broad branded training solutions across a vast cross-section of competency domains.

For more information just visit us at http://www.doortraining.co.in and call us at 1800-102-1345 (Toll Free)

- See more at: http://www.doortraining.co.in/