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.
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.
Selling Process
Mr Shiv Khera points out how the sales process has reversed over the period and 20 steps involved in the sales process
The Power of Preparation
Preparation is key in sales. Mr. Shiv Khera highlights the necessity of thorough preparation before engaging with potential clients.
Prospecting
Mr Shiv Khera says “Prospecting is the lifeblood and key to the success in sales. Daily prospecting is like sowing seeds 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 .
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.
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.
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.
Ethics
Mr Shiv Khera strongly believes that unethical people bring discredit to everything and everyone associated with them, regardless of their profession. .