Advantages of Customer Service and Relations for Sales Persons

CUSTOMER SERVICE– For Sales Persons

Customer service is a process of ensuring customer satisfaction with the product or service that you offer. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other ways. Though we may not realize it at the moment, good customer service has a huge impact on the growth of your sales.

Usually, organisations have a Customer Service Department, yet in my opinion it is a fantastic opportunity for a sales person to harness on for growth of his sales. In the greed for getting new leads and generating business, we often forget that you have literally created a code that you have generated which can give you more predictable leads and easier conversion of prospect to a sale.

Sales + Customer Service = Positive Customer Experience.

When a customer buys a product or service from your company, he also purchases the experience that goes with buying it. An experience is a whole process of deriving a benefit from the product.

Sales persons need to recognize this opportunity and act on it religiously.
Advantages of Customer Service and Relations for Sales Persons by The Sixth Element

Bare Essentials of Customer Service

1. Courtesy Call: A call made- by means of a visit or a phone call made by the sales person to the customer with an intention to maintain the connect and if be so,

solve any queries of the customer with regards to the product or service you have sold to the customer. Provide the service by giving or requesting the required information. Be polite and helpful during the call. Keep the call brief and succinct. The courtesy call should always be a method of communication that helps the customer in some way.

2. Product Delivery: Ensure, that you organize the product delivery well within the time committed. If at all there is any delay due to unavoidable circumstances, inform the customer the situation and give

him the correct picture. Being honest in this context may not always earn you brownie points, but will definitely save you from negative marking.

3. Customer Feedback: Customer feedback should be at the center of your customer-relations strategy. It is not uncommon for successful companies to devote a ton of time and resources to collecting meaningful feedback through customer surveys.

And as a sales person you should grab this opportunity to start building your relationship with the customer. Feedback may be as per your liking or not, gives the customer a chance to voice out his/her opinion. Mean while you capitalize on the opportunity to start an interaction.

Here are a few reasons why customer feedback is so important.

Helps you understand your customer better
Helps you maintain a healthy relationship with the customer
Helps you customer retention

4. Problem Solving: There are always chances that a customer may have problem either with the product or service or handling or delivery to name a few. Let the customer view the event as a problem, but for you its is a golden opportunity.

As a sales professional you need to jump into action to solve a customer’s problem. It’s an opportunity to help him and build a good relationship as well as it is a learning process for sales professionals.

While solving the problem, you learn what the customer wants and what he doesn’t want. Keeping this in mind, your task at hand is to to build customer loyalty and generate leads.

“Just having satisfied customers isn’t good enough anymore. If you really want a booming business, you have to create raving fans.”―Ken Blanchard
Advantages of Customer Service and Relations for Sales Persons by The Sixth Element

CUSTOMER RELATIONS- For Sales Professionals

Customer relations for sales persons is the key to sales growth. It involves establishing a relationship with the customer and sustaining it by practices and strategies to maintain a your interaction with current and potential customers. You study data, buying behavior and analyse the customers’ history in turn to improve business relationships with your customers, specifically focusing on customer retention, product or service repurchase, referrals that ultimately drives sales growth.

Advantages of Building Good Customer Relations

Customer Retention- Customer retention is to retain its customers. The customer tends to return to, continue to buy or in some other way not defect to another product. Selling organizations generally attempt to reduce customer defections.

A sales person’s ability to attract and retain new customers is related not only to the product or services, but also to the way it builds and maintains a relationship with his existing customers, the value the customers actually generate as a result of utilizing the solutions, and the reputation of the sales person creates within and across the market.

Repurchase- Maintaining a healthy relation with your customer indeed makes you his first choice for advice on further purchases or repurchase of the same or a

similar product. Remember, you already have an established relationship with your customer. The customer trusts your judgement at this point which is a sheer advantage, which in turn makes up a base for repurchase of a product from the same line or a product from a different line.

Referrals- Since the relationship is nurtured and has grown, the trust has grown. Your existing customer, in discussions or when asked about the

product, company, genre thinks about you first and instantly refers you. At other times, even if you ask for referrals, he does not hesitate and is more than happy to share leads with you. This is a great route to generate more leads and easier ones to convert to sales.

Good Ambassadors- You loyal customer propagates your service to his circle of friends, family, colleagues etc. just because

of the the pleasant experience he has had with you and your product or service. This is someone your customers can connect and engage with. The overall experience and your relationship is what makes him talk about you and your product or service.

Problem Reduction- Essentially the Sales person in any industry should be proactive at reducing complaints, which increases

customer satisfaction. Due to an established relationship the customer chooses to turn a blind eye to minor issues and is willing to let go of them.

Service over Price- This is the ultimate advantage, where your happy customer

chooses your services over the price that has to be paid. This comes with trust built in the relationship that you have established and nurtured.

Some Tips to keep it going….

Stay in touch.
Greet your customer on special occasions.
Inform regularly- updates, promotions, schemes etc.
Courtesy calls.
Send thank you notes or a gift when a referral realizes into a sale.
Wish him on festivals- Make it personalised and not generalised.

OBJECTION HANDLING – In Sales

Objection handling is when a prospect raises an objection or voices concern/s about the product or service, that is offered to him/her and the salesperson handles the objection/concern in a way that alleviates those objections/ concerns in a systematic way that facilitates the prospect’s decision making process positively.

Most Objections and Concerns raised by the prospect are regarding price, quality, sustainability, product need/want, competitor’s offers, and good old-fashioned brush offs.

You need not look at an Objection or a Concern as a road block. Being a salesperson you need to look at them as opportunities to add more value and clear the smoke screen that is in front of the prospect to enable closing of the same.

“SUM-UP” Technique for Objection Handling

OBJECTION HANDLING – In Sales by The Sixth Element

SUMMARIZE: Smile genuinely and meanwhile buy this time to think how you can address this issue. Repeat the objection with a concern, about what he feels. Acknowledge the objection, and break it down to simple parts for your understanding and ask for validation if you have got it right. Appreciate him for the concern.

UNDERSTAND: Empathize with the prospect and his objection. Treat it as a genuine concern irrespective of the objection being genuine or not. The objection may be a reason to avoid purchase or he genuinely has not reached a the point to make a decision. This facilitates a feeling that he right and his objection is valid. Offer to explain further and
clarify on the objection raised by the prospect.

MOVE FORWARD: Address the concern by slowly drifting away from the objection and highlight the value preposition offered by your product/service in connection with the need/want of the prospect, proceed to close. The prospect may either move forward for making a decision/ raise another objection or repeat the same objection again.

1. In the above scenario, if he moves forward with making a decision, offer him a few value adds that assures his sign up/ purchase.

2. If in case he changes his objection repeat with summarizing, moving forward and un-box your value adds for this objection as well.

3. If your prospect sticks to his objection turn the objection around and use it as a reason for buying.

UN-BOX: One by one unveil the value adds that you can offer the prospect to increase the value of your offering. Make sure you don’t empty your cart yet. As you throw in your value adds, weigh, measure, observe and then close. This gives you the opportunity to keep closing in with every value add that you are offering.

PROCEED: Proceed to close depending on the buyer behavior as observed by you. Following the close, whip out your sales material, your order form and ask for details that need to be filled in the order form and finally ask for an approval/ autograph (avoid using words like sign & signature) on the form .

The Key to Mastering the SUM-UP Techniques is to know when to talk and when to shut up. Once you are done with your offer, just “Stay Mum”, let the prospect speak. The awkward silence makes the prospect uncomfortable and the chances of giving in are the highest.

Rule- the person who speaks first, surrenders.
SUM-UP Technique , OBJECTION HANDLING – In Sales by The Sixth Element

ILLUSTRATION OF SUM -UP TECHNIQUE

Prospect: Well it all seems nice, but I can’t afford it since i have other commitments.

You: (Smile) So are you saying that you liked the washing machine model 3200, yet you feel that you can’t afford it at all or you liked it and you can’t afford it as of now?

Prospect: What I mean to say is that, it’s a good model but I can’t afford it at this point of time.

You: Oh okay, I understand your concern. Before we move further, let me tell you that you wont have to worry about the maintenance since we offer an extended warranty for 1 year for all the electronic and mechanical parts, that makes it 1+1=2 years warranty.

Prospect: “I will still have to think about it, since I have some other commitments.”

You: Oh yes, you mentioned this before. I understand we all do. Yet, I would want to make a special mention, for all those who wished to book this machine this week, we are offering an Annual Maintenance for a period of 3 years on site service absolutely free. All in all it is a one time investment which caters to your washer and dryer needs which is usually a time consuming task and that too at the lowest price that one can offer. This is one great offer you shouldn’t let go.

You: ——- Silence———- wait till the prospect speaks

Prospect: So, I won’t be paying extra for the extended warranty and 3 years of annual maintenance?

You: Yes, you are absolutely right. Assuming you will be booking this machine with the latest touch screen panel, I will arrange a demonstration post installation of the machine from my end just for you.

Prospect: Okay

You: All you have to do is, give me an approval on this order form and choose your mode of payment that suits you the best.

Prospect: I need to think on the payment part.

You: Sure you do. Just FYI, we have ______ ______ finance options available with us that allow you to spread the payment across some months at xyz rate of interest which is the lowest across any other option. We even offer the same scheme for Credit Cards as well. It works up to a bare minimum of ____ more, which I’m sure is negligible considering the massive advantages you will draw from this product……. Silence

Prospect: That’s a good option.

You: Yes indeed, you just need to fill in the details on this order form and I will take an online approval immediately.

Prospect: Okay, here are the details.

You: Congratulations, you have just become a part of the _______ family and I’m sure you will have a great experience using this product.

“Practice means to perform, over and over again in the face of all obstacles, some act of vision, of faith, of desire. Practice is a means of inviting the perfection desired.” -Martha Graham
SUM-UP Technique , OBJECTION HANDLING – In Sales by The Sixth Element

Practice is the only way to improve efficiency. The more you practice, the faster you will gain a grip on any technique. The more focused you are, the more quickly you’ll learn and the faster you’ll excel. When it comes to learning new skills, we can often get discouraged with slow progress, but it’s important to realize that learning techniques & skills can take time – and that’s okay! The most important thing is that you keep practicing and keep progressing towards your goals.

10 Super Successful Sales Closing Techniques

CLOSING THE SALE

Closing a sale is a term which refers to the process of making a sale. Closing is the final step of a transaction. In sales, it is used more generally to mean achievement of the desired outcome, which may be an exchange of money or acquiring an approval or a signature. In Sales you often need to think of the prospect not as a stranger, but rather as a prospective customer who already wants or needs your offering. Such prospects need only be “closed”.

Putting your efforts in doing the ground work, identifying, analysing prospects, building rapport and understanding a prospect’s unique needs and wants all leads to one thing – “Closing the Sale”. Closing a sale is the goal, and if you are good at it, you will be very successful. After spending years in the sales profession, I understand that “the close” is perhaps the most difficult aspect of the sales process. Getting people to commit/ buy/ sign up is a challenge, even if it’s to a minimal order. Closing requires putting in the work. You have to prepare for the many possible situations that lay ahead, including hesitation, rejection and objections.

The major aspect here is Research (Identification & Analysis). Sales professionals need to learn about and study every possible detail about the client, their business, needs, issues, interests, and current solutions that may influence their decision making process. Doing your homework will help you find great solutions and analyze factors that may potentially prevent or delay closing.

Successful sales professionals understand that closing a sale is a process, and it involves getting a series of commitments (or smaller closes) as you work your way through the sales process. Step by step you move the prospect through the sales funnel. And, then you get to the final close, where you complete you sale.

Remember, commitment is not the final close, getting the order/ actual purchase/ sign up/ payment received is the final close.
10 Super Successful Closing Techniques by The Sixth Element

Before we move on to the Closing Techniques we need to understand the Types of Buyers.

Types of Buyers

1. Spendthrifts:

Spendthrifts are a group of customers, those who spend without hesitation. The spendthrifts feel little or no pain in making a purchase.

They love purchasing what catches their eye immediately. Spendthrifts are more likely to resort to impulsive buying. They need minimum convincing to make a purchase. They form the smallest percentage of the overall population. Commonly called- “Ready Buyers”.

2. Average Spenders:

Average spenders spend on what they believe is appropriate. They weigh their options and decide on what they think is a good investment. They work on a budget, and thus they act accordingly. Look at their options and think about a decision for a while.

They consider their decision criteria, make comparisons, search for cheaper options and then make a decision. Average Spenders spend on what they believe is appropriate. They are hesitant and spend on what they think could be a good investment. They form the largest percentage of the overall population.

3. Tightwads or Frugalists:

Here the term is used for buyers who are more economical people hold to their money as long as they can before a spending necessity arises.

They love to keep their money safe in a savings account rather than spend it. Frugalists respond less favorably to marketing advertisements and they feel the products should cost lower and not what is being advertised. They demonstrate a low attitude towards spending and believe the amount they spend should be consistent with their budgets.

Understanding: There are 3 Types of buyers and their buying behaviors and criteria are significantly different, this requires sales professionals to be aware of their needs/wants/dreams/problems in order to appeal to each type. Understanding what technique appeals to each buyer type can be very helpful when closing the sale.

10 SUPER SUCCESSFUL CLOSING TECHNIQUES

**Closing** properly can mean the difference between winning the business and not.

1. The Conventional Close:

Also known popularly as the “Summary Close”. Sales person uses this closing technique goes through the USP’s of the product and connects it with the

needs/wants of the prospect by stressing on the value and benefits in an effort to get the prospect to buy or sign up.

By summarizing upon the key points and benefits points into one impressive package, you’re helping prospects visualize what they’re truly getting out of your offering.

2. the OUT Of Stock Close: Here, post your presentation when the prospect raises an objection and you create more value of a single product within your range of products which you have actually pitched for, by creating a scarcity of that product.

Most often scarcity of a product increases the demand for it. Often a customer is not even aware that he wants that product until he finds out that he may not be able to get it.

Ex. Out Of Stock Close

Prospect: I don’t think i need this product as of now.

You: Oh, which one are you talking about? That’s a very popular one, let me ask my senior over the phone if that is even available.

Suddenly, there is a scarcity created which increase the demand of that product with the customer. You get back saying, “You are lucky we just have a couple of them left, and I have asked my senior to keep it aside for you.” Usually, people don’t act for a specific reason, they act ‘cos they are uncertain of their decision. The chances of the prospect being converted due to this close is higher.

3. THE Bear Trap Close: Usually used when the prospect brings up all sorts of objections. They are just excuses for not going ahead with the sale.

For example, they say, “Well, I think it’s not affordable for me as of now.” Here, you turn the objection around and use it as a reason for buying. You say, “If we could offer you some more add on’s now, would you take it?” You use the objection as a way of closing by offering a more valuable solution. Now you have entered his space and you close on the objection.

If the prospect says, “I don’t think your product matches my expectations.” You go one step further to say, “If I demonstrate that it will match your expectations, would you take it?” This makes your prospect to either, “Yes” or he may tell you the real reason.

In both cases it’s a win for you. You either get the sale or you get to know the real objection which you need to close.

4. THE question Close:

Basically a very interactive close where the presentation is based more on questions with respect to likes & dislike, needs & wants, problems & solutions, dreams & wishes of the prospect.

Questioning leads to recollecting the product presentation or demonstration.

It’s vital to ask close ended questions that lead to favorable answers for you. “Closed Ended” questions end with choices where as “Open Ended” questions end with options.

Ex. Open Ended Question:

You: “Did you like the our Product Demonstration?”

Prospect: “No” or “Yes” (you gave him an option to say No)

Ex. Closed Ended Question:

You: “What exactly attracted you the most in the Product Demonstration?”

Prospect: I liked the new feature of the touch screen that you have included, I have never seen that before (you hinted him to think about your product and its unique feature)

5. THE Immediate Close:

Immediate close is like a “no option close”. Where you make a strong presentation and make an offer with it Make them an offer, but make it short-term to the point so that the prospect must choose to buy now.

And there is no chance for him to avail this product at this price, since the price will be higher after this.

With this close you show him/her, how this is the last day of your offer at this price and you are making this offer to meet your numbers. Create an emergency for the prospect to react immediately.

6. THE Testimony Close:

Often called the “Third Party Experience” close. The prospect is basically meant to feel that he is not alone. Average spenders or hesitant buyers usually question their own self multiple times since they lack the confidence to make a decision unless pushed towards making one.

You got to give them the confidence to make a decision. This can be done by using testimonials or references of satisfied customers. Third party stories work wonders as the customer believes, “if it worked for him, it could work for me”. Show audio visuals, write ups, emails or for that matter even text messages would help convey the message.

7. THE Sense of Urgency Close: Creating a sense of urgency places pressure on the prospect to make a decision, especially if you have identified that the client needs to make a decision quickly and is working on a short timeline.

This closing technique can be used for limited period offers. However, unlike other closing techniques, this should only be used on occasions where the sales professional can deliver the offers that are system driven and with prior approval of the sales head. Avoid making any unrealistic promises or commitments in the flow by being over enthusiastic.

8. THE schemes and Offers Close:

Organizations tend to capitalize on the spending habits of customers by reserving a part of his out of pocket spend. As a sales professional, one needs to look at this opportunity to sell more by capitalizing on offers and schemes that are floated by the organization on periodic occasions.

Here you use a combination of closes– The Immediate Close, Urgency Close & Bear Trap Close. It’s a limited period offer on board and you need to create urgency, price hype as well as add more value to your product. This helps you not only to encash the sale but also to sell more to the prospect. Your presentation & closing should speak of multiples in line with the organization’s offering. It’s a special occasion, and as a sales person even you deserve more.

9. The 3 F Close– FEEL, FELT & FOUND. This technique works wonders when used correctly for Tightwads/Flugalists as well as Average Spenders. You need to observe, pick up and translate the hints of hesitation or reasons for objections they drop during the presentation and closing.

Here, you relate their buying behavior about how this prospect FEELS with other customers (people whom they can identify with) who FELT the same way before making a buying decision, but the those customers FOUND that it’s a great offer that you made and hence they invested in your product and so it is safe for him also to do the same.

Ex. 3 F Close:

“I understand how you FEEL Mr. Kumar, in fact Mr. Bachchan, who lives in the same neighborhood ( or same profession or similar age or similar job or similar situation etc.) FELT the same way, but when he observed that the technology used in this product is state of the art, he FOUND that it is worth every penny of his investment.“

10. THE Something for Nothing CLOSE: As seen in the Effective Presentation post (if not seen refer to it by scrolling down to RECENT POSTS ) Price= Need + Value.

A sale professional needs to close on the same lines where you add more value to the product either by emphasizing on the unique features or by value adds that are available but you have kept them undisclosed.

The smarter way is to not show all your cards at once. A slow timely sequential unveiling of your value add services helps you to close the sale. Eventually the buyer feels that he is getting more products or services for the price of one. Automatically, the value of your product goes up with respect to the price you have offered.

_________________________________________

Most successful salespeople will say that closing the sale is actually fairly easy if the salesperson has worked hard in developing a relationship with the customer.

Unfortunately some buyers, no matter how satisfied they are with the seller and the seller’s product, may be insecure or lack confidence in making buying decisions. For these buyers, salespeople must rely on these closing techniques that help assist and even persuade a buyer to place an order.

Coming up Tips & Techniques of Objection Handling and “SUM-UP Technique” for Handling Objections during Closing the Sale. Stay Tuned.

Chrysalis: Story of Nidhi Bhatia- The Biker Girl

This is the story of Nidhi Bhatia, one of India’s Top 3 Women Motorcycle Rider. Nidhi, is born and raised in traditional and orthodox Indian family with a humble background. Today she works as Manager- Operations with a leading fashion house in Mumbai, India. As a youngster she was a NCC Cadet and aspired to be Pilot, but that’s not what life wanted from her. Eventually she chose to ride bikes and fly them too. Till date she has won more than 50 races in various categories of Motorcycle Racing in India. For her life is all about healthy relationships, living on the edge and motorbikes.

In a personal interaction with her, I discovered the rider under the helmet which left me awestruck. On interviewing her, this chirpy girl was straight, confident and modest with her answers. Let’s find out what this “Biker Girl” has in store for us……

Being majorly a male dominated sport in India what made you choose to be a biker girl?

**Nidhi Bhatia**
1 of India’s Top 3 Women Rallyist

During my growing years, I used to see my uncle ride at dirt track events. I often asked him as a child if he would let me ride when I grew up, but there were many out there in the circuit who used to laugh at me for saying this. “You better focus on a sport which suits girls”, is what I was told as a child. Luckily my family did not demur, in fact they cheered me and even let me ride at times. Not to mention names yet, some of my relatives used to pass lame remarks and would go up to the extent of humiliating me publicly about how a girls should stay away from such a sport. They missed no opportunity trying to emphasize how women are the weaker sex. Every word from them would pierce me through and through. I made sure I defy them and prove them wrong. I took it head on and here i am.

They missed no opportunity trying to emphasize how women are the weaker sex. Every word from them would pierce me through and through. I made sure I defy them and prove them wrong. I took it head on and here i am.

What were the building blocks that led you to become the person that you are today?

Being born in an orthodox & conservative family, my childhood the same old grind as others, nothing different.

As a child I was treated alike the other children of the family, but as I grew up, I was expected to pay more attention towards house hold stuff. Strong values were inculcated in me and by following the tradition I was expected to learn everything that an Indian girl is supposed to do, that would eventually make a good wife and very good daughter -in-law. I did all that, yet thought differently. I always knew I wasn’t cut out for this. I aspired to be a Pilot then, and as the first step I enrolled with the National Cadet Corps which is the youth wing on the country’s armed forces and also started taking flying lessons. Here is where I learnt what physical & mental toughness is all about.

When did you decide you wanted to make your passion fall into reality?

In my early years, I used to watch my brother riding his motorcycle and wondered if I would be able to ride someday.

My dad observed that eagerness many a times and suddenly one night he sneaked me out, asked me if I would want to learn how to ride. This became a routine, every night we would get out and he would teach me and help me practice. Seeing my passion for riding, he encouraged me to ride. That’s how it all started, from riding in the bye-lanes of Mumbai to the racing tracks of India.

Is there an incident that took place over the years that was a turning point in your life?

It happened all of a sudden. Back in 2003, at a “Dirt Track Race” where my uncle was participating and my brother was attempting the Kid’s class as well.

Dad was a part of the pit crew so he took me along to watch this event. I was super excited since it was my first time at the tracks. At that event, there was a women’s category. My uncle saw this and asked me I wanted to give it a shot. Even after seeing that the riders were twice my age, I jumped with all fours on this opportunity and grabbed it. I asked my father if I could, he was okay with it. On request, we did a spot on registration. And, guess what… I won. Neither was I carrying riding gear nor had I ever participated in a Dirt Track Race, all I had with me was my passion and the confidence that took me past the checkered flag. I saw pride in their eyes. And that’s when the they decided train me completely for this sport.

Neither was I carrying riding gear nor had I ever participated in a Dirt Track Race, all I had with me was my passion and the confidence that took me past the checkered flag.
Chrysalis- Transformation of Commoners, Nidhi Shukla – The Story a of a Biker Girl”

Now that your father and uncle were on your side, were there any hurdles that you had to jump over?

Just like most women in our society do, there were quite a few challenges that I faced when I started track racing and pursued it further.

Motorcycle racing in India, for a woman is not as easy as it looks and that is because you have to participate among men at most events. Let’s all agree, that most men are built physically stronger than women. That made me work a lot harder on my physical strength to be able to stand among them at the start line. But, as I mentioned before, I come from an orthodox background where women in the community aren’t allowed to do anything of this sort. It’s considered as rebellious. Initially it was difficult but became a smooth sail for me because I have a super strong and supportive mother. Along with values and virtues she prepared me to be mentally strong, that’s how I could deal with the mental pressure, though I faced a lot of demur from my extended family and the society at large.

Any such incident that Broke You Down completely?

Being an expensive sport for the middle class it was too much of a burden. At one end, my brother was training for the same sport and on the other hand it was me. I decided to take the back seat so that my brother could reap the all benefits and excel.

Secondly, when I was just budding into a full fledged professional in my sport, owing to some close ones, not to name any, I was advised to focus on my education with the thought process that a girl shouldn’t take this sport up as a career.

I took a break for some years. It was disheartening. I lost touch with my passion- riding. The books replaced my bike, college replaced the track and fear replaced my confidence. I graduated in the field of fashion designing with great grades, yet I was lost. My father couldn’t take it anymore, he got me back to riding. He said, “Beta, main hoon tere saath, hum dono saath mein milke tayaari karenge” I am with you, we’ll do it together.” It was immensely difficult for me to start all over again. I had to get back to basics. And that was time consuming.

“Beta, main hoon tere saath, hum dono saath mein milke tayaari karenge” (My child I am with you, we’ll practice together)
Dinesh Shukla, Chrysalis- The Story of “Biker Girl”- Nidhi Shukla

What kept you going through all the low phases of your life?

Riding has always been a stress buster for me, whenever I feel low, I pick up my keys and zoom off. I have faced a lot of ups and downs, yet there is something about bikes that always makes me forget all problems. Sitting on a bike, has always fetched me the confidence that helps me surpass everything.

How different are you in your professional life and your personal life?

My passion and profession fall in line with each other. Professionally, I’m more disciplined, focused and a no nonsense person.

**Love yourself** for who you are, and trust me, if you are happy from within, you are the most beautiful person, and your smile is your best asset.

I like to be organised and well prepared. I’m more of a rational thinker, that helps me gauge situations as they are rather than the way I want to see them. This inherent quality has helped me in keeping the balance of mind over heart. On the other hand personally, I’m a bit laid back, relaxed and chilled out. I don’t really stress about small things and easily let go. In fact, at times I feel that I’m two different people when it comes to my professional life versus personal life.

What’s your relationship like with your siblings?

Oh, I have always a tom-boy since I was the only girl child among 7 cousins. I was always different from other girls. I loved playing their sport instead of the usual girly stuff. I loved challenging the boys of gang, ‘cos my brother always put me through the grind and I loved that.

Since childhood, Kshitij emphasised upon gender equality and imbibed the same in me. My brother has been my strongest contender yet he is my biggest strength. He has fought tooth and nail for me at every step, so that I get to where I am today. He pampers me, he loves watching me take on challenges and motivates me to win over them. I guess, this is a huge reason for me being the renegade that I am.

Being a married lady now, how does your spouse react to your adventures of motorbike racing.

Being married comes with a lot of expectations, from the family, society and relatives. You are expected to be this naive woman who has to do everything to keep the family happy.

But, in my case, I have been very lucky to have found Akshay Bhatia, my amazing husband. He is as crazy as I am and loves riding too. He is the one who encourages me to take on races and practices along with me. In fact he takes care of every little detail in an event.

Akshay is this really understanding man, who shares similar interests and stands by me in every thing I do.

And yeah, being a free girl to a married lady with responsibilities has been a roller coaster ride, which wouldn’t have been possible without him.

What does a typical day in your life look like? How do you take time out for practice?

On a regular day I have a work schedule from 10 to 7. My morning routine involves, working out for a while, cooking, a little chit chat with my family and then I leave straight for work. At work every single day is different. It’s a new experience every day. I am working with professionals from whom I can learn and they push me to take on new & challenging opportunities. It’s fun.

I, get back home, cook for the family and spend some time with them post dinner or get out and meet friends over coffee & desserts.

At the fag end of the day it is husband who keeps me alive . We go for our rides or practice as many may call it, over the weekends. But, the irony is that we have to travel for more than 30 kms away from Mumbai to have a good time riding, since there is no dedicated racing or practice track in the city.

But, the irony is that we have to travel for more than 30 kms away from Mumbai to have a good time riding, since there is no dedicated racing or practice track in the city.
Chrysalis- The Story of “Biker Girl”- Nidhi Shukla

How do you maintain your fitness? What’s your fitness mantra? What are your guilty pleasures….

As the sanskrit saying goes, “sarve bhavantu sukhinah, sarve santu niraamayah, sarve bhadrani pashyantu, ma kashchid duhkha -bhag-bhavet” Meaning, all should/must be happy, be healthy, see good; may no one have a sorrow in heart. In a sport like mine, which is very challenging mentally and physically,

being fit is quintessential. I work out for 45 mins for almost 5 days a week and then start my day. I am a huge foodie, and would hate altering my food habits. I watch what I eat but its not possible every time. I sweat it out during my workout so that it balances out. I truly believe that one should Sleep Well, Eat Well, Workout Well and all will be well…!

Do you believe in God? What is your relationship with God?

Shiva; is my ultimate savior from everything. I look at him as a friend, as my heavenly father and partner. He helps me get through toughest times. After having read about him, I want to imbibe the calmness that he has. I get all my positivity from him. Babulnath Temple (Mumbai) is like a second home and a place of solace for me.

In moments of stress or if I’m on a general low, I place all of it it in his hands and leave all the negativity back there. Since he is the Neelkantha, he takes away all my negative thoughts and gives me his positive ones. There is so much to learn from Lord Shiva, when I meditate, I connect with him. He is my ultimate source of energy I love the way he loves and validates his wife (Shakti) and all his bhakts.

Whom do you turn to in times of adversities? Why?

Akshay, my husband is my lifeline and my back bone. He has always stood rock solid behind me in times of trials. He watches my blind side, I dote on him and run to him for any advice when required. He gives me a tremendous amount of confidence and lifts me up when I am low. I needn’t worry ever, ‘cos I know for sure that he’s got my back.

And of course Dad & Mom. They know me inside out. There have been hardly any instances where I have had to spell out my issues or problems. It’s their love for me that they just know by looking at me. They give a lot of positive vibes that in turn give the strength of the world to sustain through any adversity. I would like to use your medium, to thank all three of them for being the pillars of my life.

What’s your take on the glass ceiling ?

Of course it exists, you just got to know how to break it. There is one instance that I would like to mention. I clearly remember a Super Cross Event at Nasik 2014, I was participating in the general category with the boys and the race had just begun.

Just round the corner of the 1st Lap, one of the male racers rammed into my bike from behind, making me skid off the track and fall. I got up, picked up the damaged bike and continued. Coming the 4th lap, the jump was approximately 15-20 feet. My bike was rattling and to make matters worse the throttle of my bike got stuck in mid air. Before I could realize I was thrown onto ground from that height. I fell unconscious and had to be moved from the track. To my luck due to technical reasons that round was cancelled and had to be restarted after a while. After gaining consciousness, I came to know bout it, despite of being stopped by many I was there at the starting line waiting for my next attempt. Unfortunately, my motorbike was badly damaged and I couldn’t attempt that one.

That’s when a National Level Rider walked up to me, smirked and said, “It’s better you ride in the girls category, when there is one. I’m sure it’s obvious to you that there is no place for you here.” I just smiled and walked away. The very next race-a Mini Super Cross, I bagged the Ashoka Trophy in Nasik, following that the Monsoon Scooter Rally at Navi mumbai (Road – Mountain Terrain Rally) & I confirmed the 1st Spot for 3 years consecutively i.e., 2014 to 2017. (Smiling) Guess this answers the question.

**Winning isn’t everything, but it beats anything that comes in second.**

What do relationships mean to you? Your friends, colleagues, co- riders, acquaintances…. what is the role they play in your success story?

**Relationships** are the life jackets in the ocean of life.

I consider myself lucky for being surrounded by people who love me so much. My Mother In Law just loves me for what I am. She is very proud of me and my achievements and at times boasts to her friends about me. I feel relationships are very important to survive in life and you only get love if you give.

**Friendship** is a stronger form of interpersonal bond than an association.

It’s important to love and respect the ones who have stood by you. Always appreciate and value the effort they put into the relationship. Always be thankful for whatever you get in this life and you will keep getting more and more. Value their presence and you will never feel their absence. My friends have been a great support throughout my life and continue to be my partners in crime.

It’s important to love and respect the ones who have stood by you. Always appreciate and value the effort they make towards you. Value their presence and you will never feel their absence.
Chrysalis- The Story of “Biker Girl”- Nidhi Shukla

What is your mantra for life?

My mantra for life is, “Do whatever makes you happy. No matter how difficult it is, just follow your passion and dreams because you have only one life, live it the fullest.”

The feeling of regret is really ugly. I wish nobody has to face it. You will have a lot of people around you to support emotionally but it’s you who has to fight the battle to overcome regret, so it’s better give it a try and fail, rather than regretting of not trying at all.

Is there something you would like to tell our readers?

Treat every challenge as an opportunity. Take them head on, you’ll either win or you’ll learn.

Life is a Race…. Keep practicing whatever you want to do in your life. Practice is what makes you perfect. Practice keeps you in touch with your passion & dreams, and dreams keep you alive.

Life is a Race… Keep practicing whatever you want to do in your life. Practice is what makes you perfect. Practice keeps you in touch with your passion & dreams, and dreams keep you alive.
Chrysalis- Transformation of Commoners, Nidhi Shukla – The Story a of a Biker Girl”

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Effective Prospecting Techniques

PREPARATION- Identify, Analyse & Invite

Effective Sales Prospecting is considered as one of the first processes of the sales cycle and is the bread & butter of an organisation. Because, if you want your business to reach newer heights, you need to capture more prospects – every single day. Prospecting is one of the key stages of the sales process and simply involves reaching out to potential customers.

“There’s one more fact you need to acknowledge about prospecting – leads won’t just fall into your lap. You’ve got to take action for something to happen.”
Effective Prospecting Techniques by The Sixth Element (A Nishant K. Makasare Enterprise)

Unfortunately, most sales persons and their guides use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of well-qualified leads (and make them more partial to prospecting). Just like every other aspect of the sales process, you need to put in the effort and focus required. This is the only way to prospect efficiently so that you don’t waste your time on unqualified leads that aren’t suited for your product or service. You have to schedule everything perfectly and keep track of your progress and failures.

3 Golden Steps of Effective Prospecting

Before we go ahead, primarily let’s understand the basics.
Who is a Prospect?

A prospect is a suspect that has engaged with you in some way, whom you intend to convert to a lead. A person or company who could be a potential client/customer for the product and/or services that you offer.
Effective Prospecting Techniques by The Sixth Element (A Nishant K. Makasare Enterprise)

Step 1. IDENTIFY

Your goal at this stage is to qualify this prospect to the point that you know that he is the decision-maker and you have identified his interest level in your products and/or services.

At this stage you classify the prospect in accordance to certain characteristics that suit your offering on a broad level following which you identify the reasons he/she needs to be brought into your prospecting list. Remember, every piece of information about your prospect is valuable information. Every little detail that you acquire gives you an understanding of your prospect with regards to his standard of living, his occupation, financial condition, risk taking ability, lifestyle and buying capacity. The classification indeed is a “NICE AID” to zero in, as mentioned below;

Remember, every piece of information about your prospect is valuable information.
Identify Your Prospect- 3 Golden Steps of Effective Prospecting by The Sixth Element (A Nishant K. Makasare Enterprise)

Identify Your Prospect- 3 Golden Steps of Effective Prospecting by The Sixth Element (A Nishant K. Makasare Enterprise)

Step 2. ANALYSE

Analysing your Prospect is a bare essential in sales and marketing to facilitate sales professionals to achieve their single most important goal: to sell and to sell more profitably. It is done by tracking and analysing the prospect’s reason to buy a service/product, through direct interaction between the sales professional or indirect interaction (company representative information) and the Prospect. These interactions reveal the grounds as to why the Prospect would lean towards buying your service/product. Prospect Analysis gives you a complete picture of how your sales pitch should be based on your recent interaction or through past records & available database.

Through various platforms of interactions it can be understood or information can be procured, to which of the following categories does the Prospect lean towards while making a decision on buying a service/product. These pointers single or coupled together can direct the sales professional to formulate the initial pitch (Invitation to buy/invest) in turn making it a reason to purchase your service/product. Every pointer is a “CO-RIDER”, assisting you to convert your Prospect into a Customer.

It’s of integral importance to find out, “WHY” would your prospect buy your service/product
Analyse Your Prospect- 3 Golden Steps of Effective Prospecting by The Sixth Element (A Nishant K. Makasare Enterprise)

Analyse Your Prospect- 3 Golden Steps of Effective Prospecting by The Sixth Element (A Nishant K. Makasare Enterprise)

Step 3. INVITE

The term Invite is usually used in the Direct Selling Business. Here we stick to the conventional meaning and understanding of the term INVITE.

Now that you have Identified Your Prospect (with integral information) and you have Analysed him/her (studied the important aspects of his/her probable buying reasons), you have gauged the category/categories which he falls in. This is going to help you make your 1st Pitch- to fix an appointment for a presentation i.e., getting him to hear out your offering at a date, day, time and venue which may be mutually decided.

Mastering the invitation skill is a must for Sales Professionals.
Invite Your Prospect- 3 Golden Steps of Effective Prospecting by The Sixth Element (A Nishant K. Makasare Enterprise)

Do’s & Don’ts Of Inviting Your Prospect

Do’s of Inviting Your Prospect

1. Since this is your 1st Pitch- Make sure it creates an Interest

2. Remember every Invitation has to be keeping in account your study & observation about your Prospect (Refer to Identification & Analysis of that Prospect)

3. Make affirmative statements by keeping in mind the identification and analysis of that Prospect.

4. Arouse curiosity regarding the solution you offer without giving out details.

5. Have a confident approach with high energy and enthusiasm.

6. Seek for an appointment by a conversation or by writing about the topic of “INTEREST” by making a healthy connect with the solution you offer. This should be by assuring him that your offering is going to be a value add in his life and its going to be worth his time.

7. Make sure you confirm an appointment for the presentation of your subject at a place & time convenient for “BOTH”

8. Use the appropriate words for scheduling your appointment for presentation. Eg. Meeting, Demonstration, Detailed Discussion, Presentation, Explanation etc.

9. Use reminders via text messages, telephone call or email. But make sure its a gentle touch to remind him/her that the detailed discussion/meeting schedule is going to be worth the time.

Don’ts of Inviting Your Prospect

1. Don’t give out too many details of your subject. At this stage you are there to take an appointment for a more serious meeting that has to be scheduled later and not to make a presentation at that time.

2. Every question at this stage regarding the subject and topic needs to be handled very confidently without giving too many details, since answering directly can lead to further probing and questioning. So, the best answer is that, “Oh wow, that’s an interesting concern, I would request you to write this question down, so that we can discuss this one in detail at the meeting scheduled on……”

3. Don’t go for an invitation without being prepared i.e., without studying about your Prospect (Refer to Identification & Analysis of that Prospect).

4. Don’t make it a casual affair, you mean business and avoid every piece of casual talk that can deviate the purpose of your visit or call.

5. Don’t make your call or visit for invitation at non-office hours. It’s okay to not talk at all if it’s not at a good time rather than talking at the wrong time.

6. Don’t use open ended questions while asking for an appointment. Ex. do you have the time?, i hope you can make some time, when will you be free? Rather use more to the point definitive questions. Whip out your planner/appointment diary, look at the dates and ask for dates and day that match both your convenience.

Ex. “Do you prefer meetings during early hours or evenings?“

Ex. “This week is a good time to have a detailed discussion over this subject, so would you prefer friday or saturday?”

Ex. “Im sure you will make time for this subject for a detailed discussion on this/that day?”

Always keep in mind that Inviting a Prospect for demonstration/ presentation is a learning process. Practice is the only method that will help you perfect this skill. The more you do, more your learn. There’s no magic pill.
Invite Your Prospect- 3 Golden Steps of Effective Prospecting by The Sixth Element (A Nishant K. Makasare Enterprise)

Tip: We humans don’t think alike. Every individual is different and one size doesn’t fit all. Explore, learn and innovate. Make prospecting an enjoyable experience rather than making it methodological. Happy Prospecting..!!!

Read On For a Detailed Learning on

• Effective Sales Presentation- Click on the Link below

https://thesixthelement.org/2019/09/17/effective-sales-presentation/

• How to Step Up your Sales- 3P’s of Sales Process- Click on the Link below

https://thesixthelement.org/2019/08/16/how-to-step-up-your-sales-3-ps-of-sales-process/

Effective Sales Presentation

Do you ever get anxious just from the mere thought of making a presentation? Have you ever made a bad presentation? This is one of the most common phenomena that most sales people go through. In fact, almost every new sales recruit goes through this feeling.

Delivering a presentation can be both scary and overwhelming. However, almost everyone will have to give a presentation at some point during his or her career. To help you kick this fear, I’ve compiled a list of four essential tips to finally overcome your presentation fears, basic contents of a sales presentation coupled up with the Do’s and Don’ts of presenting your presentation.

Essential Tips to Overcome Your Presentation Fears

Primarily, you need to feed it in your system that delivering a sales presentation, product or service demonstration or sales talk is no rocket science. These are skills that can be acquired, learnt, practiced and mastered with time and experience. All you need to do is believe in yourself, study, prepare and execute.

1. Prepare for your Presentation

POWER DRESSING

You never get a second chance to make a First Impression. Power Dressing is the unique style of an individual that shows their position and authority in business or at work place. Power dressing has a major impact on your career. Not only what you wear, but your style, confidence, your body language, and the way you carry yourself matters equally. Surely, your clothing is not an indicator of your intelligence; but it does act as a confidence and morale booster in the corporate world.

PRODUCT KNOWLEDGE

Product knowledge is an essential sales skill. Understanding your products, product features helps you to believe in what you are selling and allows you to present their benefits accurately and persuasively. Customers respond to enthusiastic sales staff who are passionate about their products and eager to share the benefits with them.

CONTENT

Content is central to any presentation. Your content must be accurate, factual, and well-organized before you start adding any kinds of frills to it. Good content explains and educates your prospect about your product or service and give the prospect a message that he/she will remember. If you are presenting on a topic about product or a service then your content should inspire your prospect to want to commit to you to buy, purchase or sign up. Keep in mind that even though your content is the pivot of your presentation, it should be simple, relatable, concise and crisp.

TOOLS

Brochures, literature, info, reports and stationary are an bare essentials of your selling tool kit. Yet, with the progression of digital revolution, it is important for sales people to keep up with this pace and look for modern presentation tools. Laptops, Tablets, Power Point, E-brochures, Website Info & Audio Visual presentations are great time savers and also create a good impact.

2. Practice

“Don’t practice until you get it right, practice until you can’t get it wrong.” The reason for practice is pretty obvious. Practice helps improve skills and makes you better at what you do. If you routinely practice a certain skill, you will get good at it. Practice helps you get a grip on your subject, improves your skills and boosts self confidence.

Read your presentation multiple times till you know it at the back of your hand, relate it to your customers needs and wants(based on your identification and analysis).
Recite it loudly every time you read.
Practice Demo sessions in front of the mirror while looking yourself in the eye and also in front of your colleagues. This will prepare you to a great extent.
The best mode of practicing a presentation is the actual presentation to multiple prospects.

3. Relax

Basically, stress brings us more of what we don’t want and relaxation brings us more of what we do want. This means our bodies and minds work best in a relaxed state. Regular relaxation helps you start your day off right and to seriously increase productivity. There are no downsides, only advantages. The one who relaxes regularly or maintains a relaxed state of mind receives lots of benefits. And you’ll certainly be in a better, more fun mode after getting relaxed. Regular relaxation helps you start your day off right, to drift into a restful sleep, and to seriously increase productivity.

Remember, it’s just a presentation. Take some time off, grab a coffee and relax. You may imagine a peaceful setting and then focus on controlled relaxed breathing, slowing your heart rate, or feeling different physical sensations, such as relaxing each arm or leg one by one. This helps you put yourself together and stand up against your anxiety and fears.

The one who relaxes regularly or maintains a relaxed state of mind receives lots of benefits.
Essential Tips to Overcome Your Presentation Fears – Effective Sales Presentation by The Sixth Element

4. Deliver

What are the main factors of delivering an effective product demonstration/ presentation? Quality product knowledge, a well-structured text, good visuals, and great communication skills to name a few. According to some studies, using humor, sitting/standing close to the audience, or speaking off script may increase the attention level of the audience.

Keys to Deliver a Great Sales Presentation:

1. Customization: Personalize your presentation as per the need/want of the prospect.

2. Sell, Don’t Tell: Be expressive, enthusiastic and energetic. If your presentation does not excite you, how in world is it going to excite your prospect?

3. KISS: Keep it Short and Simple. Do not get over informative. Be relatable, to the point and personalized.

4. Pricing: Price = Need + Value. The more value and need you create in accordance to the analysis of your prospect/buyer, the lesser will the price matter to the prospect/customer while making a decision.

5. Be Confident: You are aware of the advantages that you are offering, your prospect/ customer is unaware. This gives you an upper hand to be more confident than him.

6. Ask for Feedback: Getting feedback from your prospect is the best sales presentation technique of all. After you make a key point about your product, ask the prospect for feedback with a question such as, “Does this apply to you?” or “Do you this is related to you?” Here you are prompting the prospect to either give an approval or explain why it doesn’t make sense. When you get the prospect’s approval, he is beginning to slowly close the sale for you. On the other hand, when he tells you that it doesn’t make sense, you create an opportunity to adjust your offering to increase the likelihood of closing the sale

7. Voice Modulation: Is a very important aspect of making a great presentation. the tone of your voice when you present your points to the prospect, customer, audience has to fluctuate according to the expression and emotion related to that point. It binds the audience, expresses emotions, displays confidence, speech becomes interesting, allows the presenter to stress/draw the attention of a listener and brings clarity in communication.

8. Smile: Don’t forget to smile. Make your presentation a pleasant experience for your prospect/customer ans well as for yourself.

7 Standard Steps of a Powerful Sales Presentation

Introduction,
Offering,
How it adds Value to the Prospect’s Life
How your Product/Service matches the prospects Need/Want
Investment
Features (Not Technical Specifications)
Why he should invest (Advantages if he buys and Disadvantages if he does not).

The more you can personalize the presentation to fit the prospect’s immediate needs or wants the better you’ll be able to sell them on the benefits and features of your product. Frame the product as a solution to a problem facing the prospect or their business – and help them understand what they’ll miss out on if they don’t buy.
7 Standard Steps of a Powerful Sales Presentation- Effective Sales Presentation by The Sixth Element

Do’s & Don’ts of Effective Presentation

DO:

1. Make it to the specific. Don’t be generic; create the connection with your product/service and the prospect.

2. Know your product/service and believe in it. If you are not excited about your product or service, why should your prospect be?

3. Get to the point. People are busy; know your key points and present them quickly.

4. Be more demonstrative, energetic and enthusiastic. Stand out from the crowd.

5. Use visuals. Include audio visuals to help convey your message. Remember, seeing is believing.

6. Keep it light. Humor is an integral part of a buying experience. The customer has to feel good about the purchase. Be smart, be witty and be spontaneous.

7. Use third party experience stories and testimonials of your satisfied customers. Hand written, emails and small notes by customers are great. Video testimonials would do wonders.

8. Smile; a good presentation without a smile is incomplete.

DON’T:

1. Don’t be late, if at all you are late for your presentation thank them for their time and for being patient.

2. Don’t beat around the bush. Honestly you don’t have all the time in the world and nor do they.

3. Don’t go unprepared. You need to revise your presentation every time before your call. Make sure you have gone through the background check (Identification & Analysis) of your prospect and designed the presentation accordingly.

4. In case of a power point presentation; Don’t write it all. Make sure you don’t clutter your slide. Your slide is a guide for key points not a volume of information. General rule is to have no more than three bullets per slide- one line per bullet.

5. Don’t read from your slides. You are there to give a powerful presentation, not and for a book reading session. The text should be key points for you to elaborate on.

6. Don’t stretch the truth; you lose credibility.

7. Don’t turn your back to the audience; it is rude, distracting and it creates an imaginary division between the both of you.Stay tuned in for:

Read On For a Detailed Learning on:

How to Step Up Your Sales- 3 P’s of SALES PROCESS

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11 Typical Mistakes Start Ups Should Avoid

Thousands of Start Ups are launched every year and they come with great enthusiasm and flair, but there are also plenty of failures with not many reasons. Almost all of these Start Ups have some typical reasons in common that play a role in their failure even before the are established properly in the market. Yes, there are a lot of things that can go wrong. Yet, it is important for businesses to avoid falling into the same trap over and over again.

Let’s go through the 11 Typical Mistakes Committed by Start Ups and learn from them.

1. Moving Without a Business Plan

Although planning can be mind-numbing, without a road map for your startup, you cannot be able to succeed. Most importantly, the road map should cover all the research work like business research work and market potential, and also the financial planning that you will be managed behind the scenes. It is absolutely must for any start up to have a solid business plan which plays a vital role in future success. Business plan provides a certain direction to the company and all efforts are bound together.

2. Not Hiring Experts

Another major blunder is not hiring Experts. It is very important for business owners and entrepreneurs to hire experts to handle the things that they either don’t have time for or don’t understand. The advantages of hiring experts are much more than the funds spent on hiring them. Its essential to understand that applied knowledge is power – many people think knowledge is power but only when you do something with that knowledge, does it have power. The Experts Team could include Tax Experts, Legal Consultants, Business Coaches, Finance & Accounting Experts.

3. No Delegation

Entrepreneurs tend to have an attitude to take on everything. It is not possible for one individual to be good at everything, and even if it is, he needs to focus on the more important aspects of the business. What can be outsourced should be outsourced. Cost cutting here is not a very advisable move. One ends up fatigued and forgets the the true reason for why he started the whole venture. Once what looked like a dream and passion, suddenly starts to look like a burden. Delegate by selecting the right man for the right job and develop a system that monitors their work.

4. No Data Analysis

One of the most common mistakes that startups make is that they are moved largely by instinct and their belief in their idea. Of course there is nothing wrong with this approach, but there is difference between being passionate and being ignorant. One cannot ignore market trends, consumer behavior and trends, pricing, affordability factor, spending capacity, competitors, competitor’s strategy and many other factors. A start up needs to think in line with longevity, sustainability and a vision to grow. None of these can be achieved without marking and analysing numbers. Data analysis is a key to understanding how to position, price, place and move the business. Market trends suggest movement of the business and that is all hidden in the data sheets that need to be diligently studied & monitored on a regular basis. Many start ups fail to follow this golden rule and end up wondering about how a brilliant idea got rejected.

5. Moving Too Quickly

In the haste of expansion and impulsive decisions lead to cash being spent on wrong things. Excessive funds go towards marketing or hiring without analysing the need for them. Spending hoards amount of money is not necessary for expansion. Expansion is good, but welcomed only if there is a capacity to sustain. Wiser and economical options are available for marketing businesses these days and they should be harnessed to their optimum first. The most important tip here is to “not spend till u know where to generate more”. Every business has an incubation period and over the time it settles , makes it’s place in the market. Following wrong ideas and trends from unfamiliar market will only lead towards a blunder. It’s essential to study, analyze, identify and then take the next leap.

6. Lacking the Ability to Innovate

It is very common that the start up holds on to the original idea which was the original driving force and is unwilling to deviate from it. There is a element of emotional attachment that doesn’t allow deviation. Least is it understood that innovation is the next name for survival in today’s fast moving business world and it can take the business to another level altogether. There are very many chances that the original idea may become obsolete or becomes difficult to execute. It takes a lot of courage to innovate and deviate from a original idea and the startup has to do it. However the same has to be based on multiple factors since one never gets a second chance for deviation. Being unable to deviate at the right time may turn in to a big disaster.

7. Considering Money is The Solution

Most Startups face a money crunch due to wrong spending, miscalculated moves and unavoidable expenses. Whenever the business is low, the startup is busy raising funds, rather than moving towards understanding the fundamental problems which are holding back the business. And suddenly we see start ups running behind investors willing to comply with any terms and conditions. Many of the startups have bombed, due to this very move. Raising funds would not be the only way to solve problems. Fundamental issues need to be fixed first and then worry about the money.

8. Not Identifying Ideal Customer

Identifying your Ideal Customer is one of the vertex of successful marketing campaigns. However, it’s not enough to create a marketing budget and by trying a small amount of everything. You need to do all kind of market surveys and research so that you can easily identify your customers. Moreover, you will be able to figure out the answers to a lot of questions such as, where you connect with them and how they will respond to your marketing strategies. Being particular about these fundamentals will help you to gain clarity to your business plans as well as it provides a focus on your resources. Identifying the right customer base and pitching to them will indeed keep the ball rolling.

9. Spending too Much

Overspending is one of the most common mistakes done by startups. An idea of a start up drives it to establish a business but does not give adequate knowledge of finance and accounting. At some stage, every entrepreneur will deal with the problem of overspending for being not able to anticipate these issues. Improper planning & budgeting always leads to this vulnerable situation.

Most Common Mistakes Leading to Overspending.

Lack of Planning
Wrong Suppliers
No Data Intelligence
Cost of Acquiring goods is not calculated
Cost of Goods, Services & Raw Material
Bad Accounting & Poor Financial Discipline
Office Decor & Arrangements

Keeping these vital points in your mind will always give your business enough time to evolve naturally. Also keep track on your spending from the beginning.

10. Failing to Select The Correct Team

A right man for the wrong job would give low productivity and the wrong man for the right job could end up in a disaster. That’s exactly why, selecting the right candidate for the job becomes important. Finance budget constraints also play an important role in hiring, but as the age old metaphor goes, “if you throw peanuts, you will get monkeys.” Here one needs to average out and balance. No personal favors, obligations or influence to direct the process of selection. The best way to select your team is to include skilled, flexible, trainable, motivated set of people even before you start. Pre-launch briefs, product and system training would help them align with the thought process and vision of the start up business.

11. No Formal Training for Employees

It is a myth that Training and Education is required only for established businesses. It is the very foundation of the organization, a habit of which eventually becomes a culture. Training nurtures and educates the employees about how to perform in a certain way that in turn minimizes mishaps and facilitating growth. Coaching programs help opening up their minds to broader perspectives and greater horizons, keeping them looking forward for more. A well trained team performs at their optimum level in comparison to an untrained group of employees.

Well, having mentioned all of the above, we all make mistakes in life, as we all are humans. But if you are sensible enough to heed the above advice, then you can enjoy the ultimate benefits of entrepreneurship and could be able to avoid the typical mistakes of startups. So, just be focused and passionate about your goals. If you can do that, and remain flexible when you do make a mistake, success will be within your range.

GANESHA- 8 Powerful Lessons

Lord Ganesha symbolizes the victors that are vital to excelling in professional as well as personal life. While in our own lives we often resort to Lord Ganesha for guidance and offer him prayers, even in our professional lives, in the corporate world, this revered hindu deity has a unique role to play.

Stories from Ganesha’s life teach us and guide us through our professional as well as personal life. Let’s read a few that can enlighten us.

Story of Ganesha’s Creation

Ma Parvati asked Lord Ganesha to guard the entrance while she takes a bath. Lord Shiva returned home at the same time but was restricted from entering the house. Due to this Ganesha lost his head to Shiva’s divine fury yet neither did he break the trust of his mother nor breach his duty. When Parvati learnt of this, she was enraged and decided to destroy the world. She was stopped by Shiva who realized his mistake and gave Ganesha a new head of an elephant and the status of being foremost among the gods.

Learning: Anger shall lead to repentance.

All of us are in such a hurry to prove that that we are always right, that we use our might before actually analyzing the true situation. In most cases, anger leads to disappointments rather than quicker success. Being calm and level headed are the stepping stones to corporate success.

The Story of Kartikeya and Ganesha

Lord Shiva and Goddess Parvati, thought of getting Ganesha and his brother Lord Kartikeya (also known as Subramanya and Murugan) married and gave them a challenge that whosoever travels around Mother Earth and returns home first will be the first one to get married. Listening to this, Lord Kartikeya immediately boarded his peacock and embarked on his venture.

On the other hand, the pot-bellied, elephant-headed Lord Ganesha, though over a devised a smarter plan. He rode on his rat and circulated his parents seven times, paid obeisance to them seven times and worshiped them with complete devotion. And then it is said that he explained to Lord Shiva and Ma Parvati that his parents are his world and one who devotes himself to his parents, it is equivalent to going round the world.

Learning: Think and Act, Utilize your Resources

In this tough and competitive world, one has to smart and intelligent enough to be able to solve problems. Utilize available resources to make the best out of the worst. Intelligence goes a long way rather than expressing physical strength.

The Ganesha and Kubera story

Kubera, God of Wealth, was quite proud of the fact that he was the richest God. One day, he held a lavish dinner and invited many popular guests, among them were Lord Shiva and Ma Parvati. As the Divine couple could not attend the dinner, they sent their son, Ganesha who was a small child.

Ganesha began to devour all the food and soon there was no food available in the venue.He then began to eat all the vessels, dishes, furniture and other things at Alakapuri, Kubera’s city.

Ganesha then proceeded to swallow the host of the dinner and the terrified Kubera ran to Lord Shiva’s abode and sought his help. Lord Shiva handed a cup of roasted cereals to Ganesha and his hunger for food ceased immediately. Lord Kubera realized his mistake and sought forgiveness for his pride from Lord Shiva.

Learning: Pride Comes Before the Fall

Do not be proud of what you possess. Instead, concentrate on how you can make use of your possession for good things. Confidence is silent and insecurities are loud. Humility is a very endearing quality which is becoming hard to find. No one appreciates people who keep boasting about their achievements. Humbleness can help you build genuine and richer relationships with people you work with.

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Lord Shiva & Ganesha

When Lord Ganesha was born, Lord Shiva made a rule that Lord Ganesha must be worshiped first to ensure success in any endeavor.However, Lord Shiva forgot about his own rule and left for a war with the demons in Tripura. He did not worship Lord Ganesha before doing so!While he was on his way in his carriage, the wheel peg got damaged.It was only then Lord Shiva remembered that he forgot to offer prayers to Lord Ganesh before departing for the war.He offered his prayers to Ganesha and proceeded to the battle ground. Lord Shiva won the war!

Learning: Follow the Rules

Being a leader you must lead by example. there can never be separate rules for two different classes. You must follow certain rules, even if you feel you are exempt from doing so.

Ganesha and His Mouse

In the court of Lord Indra, there was a musician named Krauncha. One day, Krauncha accidentally stepped on the foot of Vamadeva, who cursed Krauncha to become a mouse. However, Krauncha grew multiple times his size and started destroying everything that came his way. To teach Krauncha a lesson, Lord Ganesha mounted him. The mouse could not bear the weight of Lord Ganesha and pleaded him to become light-weight. Since then Lord Ganesha is using the mouse as his vehicle.

Learning: Humility & Modesty are Virtues one should possess.

Try not to become too big for your boots, as circumstances might force you to eat the humble pie. Modesty coupled with humility avoids unnecessary conflicts and ill-feeling.
Modesty brings best wishes. It costs nothing and can literally open doors at times. Modesty from great people can inspire some aspiring struggler too. So, it’s better to be humble yourself in the first place.

Ganesha and River Kaveri

Once upon a time, Rishi Agastya sought the blessings of Lord Brahma and Shiva. The sage wished to create flowing river in a suitable location to offer water to the southern lands. The Gods, listening to his prayers, had his kamandalu filled with sacred water. The Sage then reached the Coorg Mountains. On his way, he spotted a small boy and requested him to take good care of his pot containing water as he needed to go to get fresh.

The small boy was none other than Ganesha and he placed the small pot on the ground as he felt that location was perfect for a river. Then a crow landed on this pot and Sage Agastya shooed off the bird. The crow flew off tipping the pot to the ground and spilled off some water.

Learning: Be Positive

It can be distressing to think that bad things happen merely through chance or accident. But they do. The saying that everything happens for a reason is the modern, New Age version of the old religious saying: “It’s God’s will”. Every action happens for a good cause. So do not be worried even if something bad happens in your life, eventually there will be a good ending.

Ganesha & The Moon Curse

One night Lord Ganesha went for a ride on his mouse. The tiny mouse could not bear his weight and tripped. The moon started laughing at the funny sight. Ganesha got angry and cursed the moon saying that anyone who looks at the moon on the night of the Ganesh Chaturthi will be falsely accused. The moon begged Ganesha to remove the curse and Ganesha also realized that he had overreacted but he could not take the curse back.

Learning: Don’t Act Always on Impulse

In Seneca’s words, “Be not too hasty either with praise or blame; speak always as though you were giving evidence before the judgement-seat of the Gods.” Always think before you react because anger passes on but actions remain. So next time you feel the blood rushing down your veins a tad faster, take your emotional temperature and allow yourself to cool down. You will be amazed by the change in your perspective regarding the situation and how to deal with it.

Vakratunda Avatar & Matsaryasur

Matsaryasur was a ferocious demon who worshiped Lord Shiva and asked him for the boon of immortality. Shiva blessed Matsayasur and said that he will not be destroyed by any human, god or demon. Enraged with power, the demon started crushing the three worlds. Lord Ganesha transformed into Vakratunda and captured Matsaryasur. However, when Matsara begged for forgiveness, the Vakratunda set him free and peace was restored.

Learning: Forgive & Move On

Forgiveness in the words of Swartz, “It is an active process in which you make a conscious decision to let go of negative feelings whether the person deserves it or not.” Keeping scores, trying to get even and pulling-down always make you less than what you are. Moreover, the energy you invest into holding a grudge steals energy from other important things.

Studies have found that the act of forgiveness can reap huge rewards for your health, lowering the risk of heart attack; improving cholesterol levels and sleep; and reducing pain, blood pressure , and levels of anxiety, depression and stress.

Disclaimer: The author of this post informs readers that the views, thoughts, and opinions expressed in the text belong to the author. The author respects the religious sentiments, thoughts and feelings of every individual, caste, sect, cult, group etc. and does not intend to hurt or humiliate any religious feeling of any individual, group, caste, cult, sect, faith etc. This Blog Post is created and solely to guide and impart knowledge and co-relate the learning from the stories mentioned in this blog post.

How to Step Up Your Sales- 3 P’s of SALES PROCESS

A sales process is the set of steps your sales team follows when moving a prospective buyer through the funnel from the early stage of contact with that prospect to a closed sale and often continues long after the sale is finalized.

The ideal sales process serves as a template that enables and demands customization. While that might seem like an oxymoron, it isn’t. A well-designed sales process will make it easy to choose where and how you personalize your approach, build customized selling into every step of the journey, and for every individual prospect.

Simply put, it is a potential customer’s journey from realizing they have a need or want for a product to making an actual purchase. A comprehensive sales process encompasses all major customer interactions from preparation to selling to nurturing. And since the sales process is a journey for a prospect, it is a road map for a sales team.
How to Step Up Your Sales- 3 P’s of SALES PROCESS by The Sixth Element

Even though your sales process should be customized to the requirements of the product and the sales person as a solution, these are general steps are recommended for building an effective sales process. Considering the wide range of understanding of the sales team with the framework of the sales process, it might be shorter or include some variation in the inputs mentioned below.

Typically, a sales process consists of 3 Main Stages; Pre, Actual & Post.

1. Preparation

2. Presentation

3. Post Action

How to Step Up Your Sales- 3 P’s of SALES PROCESS- The Sixth Element

Stage 1: PREPARATION

Product Knowledge: This step is fairly straight forward, but it is also the great undoing of many a technical expert turned sales person. When one is extremely well versed in a particular product especially a technical one, it is easy to get caught up in a monologue of all the great features it provides.

The technical expert turned sales person is so eager to explain how the product works or why it’s unique that the benefits to the customer are left out of the discussion. Never assume that a prospect will easily link a feature to a benefit. That relationship must be stated clearly (something done in the presentation step 4, after the needs assessment step 5). The acquiring of product knowledge for a “technician” therefore, is less about the features of the product itself, and more about how the customer will benefit from those features. When discussing product, the technicians mantra should be; “So what?” Consider those two words to be what the prospect thinks every time a feature is mentioned, and re-learn your product from that perspective.

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Effective Sales Prospecting is considered as one the first processes of the sales cycle and is the bread and butter of an organisation. Because if you want your business to reach newer heights, you need to capture more prospects – every single day. Prospecting is one of the key stages of the sales process and simply involves reaching out to potential customers.

“There’s one more fact you need to acknowledge about prospecting – leads won’t just fall into your lap. You’ve got to take action for something to happen.”
How to Step Up Your Sales- 3 P’s of SALES PROCESS by The Sixth Element

Stay Tuned for a Detailed Post on Effective Prospecting Techniques

Stage 2: PRESENTATION

Setting up a product demonstration/ presentation gives you the chance to show off your solution. Whether it’s an in-person meeting or you’re using a video conferencing platform, research and preparation is key to delivering a result oriented presentation.

What are the main factors of delivering an effective product demonstration/ presentation? Quality product knowledge, a well-structured text, good visuals, and great communication skills to name a few. According to some studies, using humor, sitting/standing close to the audience, or speaking off script may increase the attention level of the audience.

The more you can personalize the presentation to fit the prospect’s immediate needs or wants the better you’ll be able to sell them on the benefits and features of your product. Frame the product as a solution to a problem facing the prospect or their business – and help them understand what they’ll miss out on if they don’t buy.

However, there are more tricks and details in the presentation making process which can make fair presentation in to a great presentation.

Remember: The 2 main reasons a customer buys are- Benefits & Fear of Loss.
How to Step Up Your Sales- 3 P’s of SALES PROCESS by The Sixth Element

Stay Tuned for a Detailed Post on Effective Sales Presentation

Stage 3: POST PRESENTATION ACTION

Post presentation action involves closing the, actual paying up by the customer, customer service and customer relations.

Closing:

Closing a sale is a term which refers to the process of making a sale. Closing is the final step of a transaction. In sales, it is used more generally to mean achievement of the desired outcome, which may be an exchange of money or acquiring an approval or a signature. In Sales you often need to think of prospect not as a stranger, but rather as a prospective customer who already wants or needs your offering. Such prospects need only be “closed”.

Stay Tuned for a Detailed Post on 10 Super Successful Sales Closing Techniques

Customer Service:

Customer service is a process of ensuring customer satisfaction with the product or service that you offer. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other ways. A satisfied customer is the best strategy of all to grow your business. By doing so, knowingly or unknowingly you have just appointed a brand ambassador for your self.

Customer Relations:

Customer relations for sales persons is the key to sales growth. It involves establishing a relationship with the customer and sustaining it by practices and strategies to maintain a your interaction with current and potential customers. You study data, buying behavior and analyse the customers’ history in turn to improve business relationships with your customers, specifically focusing on customer retention, product or service repurchase, referrals that ultimately drives sales growth.

Read On For a Detailed Learning on Effective Sales Presentation

The ABCs of TEAM BUILDING

Employees are the assets of every organization and its success is directly proportional to the hard work every employee puts in. Individuals must work in a little different and smarter way than the others and always feel motivated to give their best. Effort by a single team member goes unnoticed and every team member should contribute equally. Individuals must be aware what his fellow team members are working on and what he is supposed to do.

Team work and Team Building are essential in corporates to make the organization a better place to work.

action-plan-sutter999-123rf — **Action Plan**

A- Action Plan: No team can function without a plan of action, even when the final outcome is to take no action at all.

B- Brainpower: If two heads are better than one, I would submit that a cohesive, well-assembled team should have enough brainpower to attack any project.

business-strategy-business-plans-sales-marketing-online-hr-operations-finance-it — Coordination
& Communication

C-Coordination & Communication: Team members need to coordinate, even if they don’t necessarily agree. It’s not a personal thing, it’s about the team. Clear communication is the roadmap to right coordination.

D-Dedication: As members of a team, you must be dedicated to the goals of the team, or you are on the wrong team.

productivity-through-empowerment — **Empowerment**

E- Empowerment: For any team to function strongly all the team mates need to be empowered with right knowledge, belief, faith and confidence in the team and each other.

F- Fun: Work should be fun, and working together is usually a lot more fun than working alone.

implementing-a-new-erp-solution-can-be-a-group-effort-bu_16001114_800846878_0_0_14065113_500 — Group Effort

G-Group Effort: The motto needs to be “all for one and one for all” in order to be a real team.

H- Help: Ask for it if you need it, and offer it if someone else needs yours.

I- Innovation: New Ideas and developing existing ones comes from brainstorming and picking each others’ brains. Let the ideas flow and then choose those which hold the most potential.

J-Juggling: Combining all the company’s needs and desired results will often require a juggling act, but a competent team will be able to achieve that balance.

the-mighty-quest-for-knowledge — **Knowledge**

K-Knowledge: Every team mate is important for the team irrespective of size of contribution. Knowing the Team’s Goal, the Road Map & Action Plan helps in a streamlined working process.

L- Leadership: Every team needs a leader, and every leader needs to be able to depend on the team.

enhance-motivation-elearning — **Motivation**

M- Motivation: Nothing motivates a team like trust placed in them by management to solve a problem. They need to know that they can do it. motivation is the fuel to their engine.

Business people shaking hands, finishing up a meeting — **Negotiation**

N-Negotiation:

Negotiation is an important aspect of team building. Along with Team Goals and Objectives, every Team player has a personal objective too. It’s a give and take relationship. You need to be able to work out and negotiate for a win-win equation for both.

tips-to-become-an-open-minded-person — **Open Mind**

O- Open Mind: Team members need to be open to options they may not have considered, and willing to expand their perspectives to find the best answers.

P- Planning: A plan doesn’t need to be rigid to be effective, but it must provide enough direction to keep the team on course. Planning gives a direction and work out pattern that avoids blunders and haphazard ways of working out.

Q- Questioning: Asking questions is the best path to finding solutions. Don’t be afraid of asking any question. If you don’t understand something, chances are others don’t either.

12eb916e-7a23-418e-abdd-74679e2c801bimage5 — **Result Oriented**

R- Result Oriented: The whole point of forming a team is to achieve results. The only variation on that theme is that the results may not be what had been originally anticipated.

S-Solutions: Problems are a part and parcel of any work. The beauty is in the ability to solve these problems. The ability to face problems head on and look for suitable solutions is the key to handle a team effectively.

business time concept — **Time management**

T-Time management: A well-managed team uses their meeting and planning time efficiently, and understands when it is time to finish the project.

U- Unity: United we stand, Divided we fall. Unity is the foundation of any team. Once a decision is made, the team needs to be unified to implement the plans. If the team can’t act as a unit, then it may be necessary to reconfigure the team.

V- Vision: The Team Leader must have vision. He shares a dream and direction with the team so give them a road map and common direction of working. The team vision goes beyond your written organizational mission statement and your vision statement to achieve goals and objectives.

aaeaaqaaaaaaaafsaaaajdjlyza1ywe1ltczoditngrkyy1iyzuyltbiyzu4mdiznge3nw — **Work Ethics**

W- Work Ethics: Each member needs to complete the given assignments and should have confidence that others will demonstrate the same commitment.

X- X factor: the chemistry that makes a team productive because all members are committed to the same goal. Like minds and like actions always works out best for the growth of the team and for achieving objectives.

Y- Yes: Say it as often as you can. “Yes, I can help. Yes, that’s a good idea. Yes, let’s move ahead. Yes, we did it!”

Z-Zest: Great Energy and Enthusiasm are contagious. Its important for the team to maintain energy flow from top to bottom. This helps the team move forward in adverse situation also.

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Before we move on to the Closing Techniques we need to understand the Types of Buyers.

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Being majorly a male dominated sport in India what made you choose to be a biker girl?

What were the building blocks that led you to become the person that you are today?

When did you decide you wanted to make your passion fall into reality?

Is there an incident that took place over the years that was a turning point in your life?

Now that your father and uncle were on your side, were there any hurdles that you had to jump over?

Any such incident that Broke You Down completely?

What kept you going through all the low phases of your life?

How different are you in your professional life and your personal life?

What’s your relationship like with your siblings?

Being a married lady now, how does your spouse react to your adventures of motorbike racing.

What does a typical day in your life look like? How do you take time out for practice?

How do you maintain your fitness? What’s your fitness mantra? What are your guilty pleasures….

Do you believe in God? What is your relationship with God?

Whom do you turn to in times of adversities? Why?

What’s your take on the glass ceiling ?

What do relationships mean to you? Your friends, colleagues, co- riders, acquaintances…. what is the role they play in your success story?

What is your mantra for life?

Is there something you would like to tell our readers?

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PREPARATION- Identify, Analyse & Invite

3 Golden Steps of Effective Prospecting

Step 1. IDENTIFY

Step 2. ANALYSE

Step 3. INVITE

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Story of Ganesha’s Creation

Learning: Anger shall lead to repentance.

The Story of Kartikeya and Ganesha

Learning: Think and Act, Utilize your Resources

The Ganesha and Kubera story

Learning: Pride Comes Before the Fall

Lord Shiva & Ganesha

Learning: Follow the Rules

Ganesha and His Mouse

Learning: Humility & Modesty are Virtues one should possess.

Ganesha and River Kaveri

Learning: Be Positive

Ganesha & The Moon Curse

Learning: Don’t Act Always on Impulse

Vakratunda Avatar & Matsaryasur

Learning: Forgive & Move On

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1. Preparation

2. Presentation

3. Post Action

Stage 1: PREPARATION

Stage 2: PRESENTATION

Stage 3: POST PRESENTATION ACTION

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