In a world fueled by comparison and competition, it’s not uncommon to find individuals fixated on outdoing their peers, surpassing benchmarks set by others, and constantly striving to be at the top of their game. Recently, during a conversation with a salesperson, I was confronted with the stark reality of this mentality. This salesperson, visiblyContinue reading “Going Beyond Competition”
Tag Archives: the inner game
What do Quantum Physics, Tennis, Zen, and Economics have in common?
As I immerse myself in the wisdom of “Antifragile,” “The Inner Game,” “Quantum Management,” “Small is Beautiful,” and the profound teachings of Zen culture, I find myself on a deeply personal journey of discovery and transformation. These books, more than mere words on a page, have become companions on my quest for understanding and masteryContinue reading “What do Quantum Physics, Tennis, Zen, and Economics have in common?”
Quantum approach to selling
A while ago, I shared an experience about how being exposed to too many “advice”, “to do”s, and “should do”s on social media encouraged me to go back to foundations and re-read my old favorite books. And a friend of mine asked about the books that I am re-reading. Instead of sharing a list, IContinue reading “Quantum approach to selling”
The best way to help people achieve their goals : Shut up!
We spent our last weekend as a family at a ski resort. My six-year-old son, a beginner, used to ski only on green slopes. At the end of the weekend, we decided to take a long blue slope with some steep parts. My wife went ahead with my daughter, who is faster, and I madeContinue reading “The best way to help people achieve their goals : Shut up!”
Handling Objections
One of the leading sales training topics is “handling objections”. In this part, we discuss potential scenarios where the customer would come up with some arguments for not buying the product or the proposed service. And we teach the salesperson how to handle such situations and come up with additional arguments and explanations to convince the customer.
Firstly, I was curious whether customers/buyers were trained to develop objections. I always had a hard time understanding that part. Why would they even keep talking to the salesperson if they had valid objections for not buying?
STOP for Sales Effectiveness
As a salesperson, the most valuable resource you have is time; your success highly depends on how you spend it. Are you operating in the right geography and the right market segment? Are you targeting the right customers with the appropriate solution and the most profitable products? Are you chasing the right deals?
The answers to those questions give a great deal of information about a salesperson’s effectiveness. But…
Learning for Performance 