Introduction
Shiv Khera’s book “You Can Sell” is a treasure trove of insights for both budding and experienced sales professionals. Drawing upon his vast experience and knowledge in sales, Mr Shiv Khera offers valuable advice and strategies that can elevate one’s selling game. Here are ten key takeaways from this influential book:
10 Key Learnings from “You Can Sell” by Shiv Khera
Understanding the Sales Profession
Mr. Shiv Khera emphasizes that selling is not just about pushing products or services onto customers; it’s about building relationships and understanding their needs. The book delves into the psychology of sales, emphasizing the importance of empathy, trust, and ethics in the selling process.
Attitude and Belief System
The author stresses the significance of a positive attitude and a strong belief in oneself. Mr. Shiv Khera asserts that a salesperson’s attitude determines their altitude in the profession. Developing a confident mindset and believing in the value of what you’re selling are crucial elements in achieving success.
Selling Process
Mr Shiv Khera points out how the sales process has reversed over the period and 20 steps involved in the sales process
- Planning
- Preparation
- Prospecting
- Approach
- Attention
- Establishing rapport
- Presentation
- Fact-finding
- Uncovering the need
- Creating a want
- Presenting a solution
- Trial close
- Handling objections, if any
- Reconfirm the answering of the objection
- Trial close
- Closing the sale by signing the order
- Reinforcing the sale
- Getting Referrals
- Keeping all the commitments which made the sale
- Relationship-building to build loyalty
The Power of Preparation
Preparation is key in sales. Mr. Shiv Khera highlights the necessity of thorough preparation before engaging with potential clients. Understanding the product or service, knowing the market, and anticipating objections are crucial aspects that can significantly impact sales outcomes.
Prospecting
Mr Shiv Khera says “Prospecting is the lifeblood and key to the success in sales. Daily prospecting is like sowing seeds every day. This ensures that you can harvest continuously. Regardless of how busy a person is today or how well they are doing, if they are looking to achieve good results in selling, they must engage in prospecting every day.
Effective Communication
Communication lies at the heart of sales. The book emphasizes the art of effective communication – listening actively, asking the right questions, and articulating the benefits of the product or service compellingly. Khera emphasizes the importance of clear, concise, and persuasive communication in making successful sales pitches.
Handling Rejections and Objections
Rejections and objections are an inevitable part of sales. Khera provides insights into handling objections gracefully, turning them into opportunities, and learning from rejections. He advocates viewing objections as stepping stones to understanding customers better and refining sales techniques.
Building Relationships
Sales isn’t just a one-time transaction; it’s about building enduring relationships. Khera stresses the importance of nurturing relationships with customers, fostering trust, and ensuring customer satisfaction. Repeat business and referrals often stem from strong, trust-based relationships.
Continuous Learning and Improvement
In a dynamic field like sales, continuous learning is paramount. Khera encourages sales professionals to continuously upgrade their skills, stay updated with market trends, and learn from both successes and failures. He believes that constant self-improvement is the pathway to sustained success.
Ethics
Mr Shiv Khera strongly believes that unethical people bring discredit to everything and everyone associated with them, regardless of their profession. A good sales professional must develop ethical benchmarks to measure right and wrong. He further adds, A good professional does not have different moral standards for different people. In other words, his morality does not change from person to person and situation to situation.
Conclusion
“You Can Sell” by Shiv Khera encapsulates valuable lessons that extend beyond the realm of salesmanship. It’s a guide that helps in mastering the art of selling and personal development. By implementing these learnings, individuals can enhance their sales understanding and pave the way for long-term success in the competitive sales world.
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