Do Epic Sales

By Zuber Palawkar

Do Epic Sales is the best pick for you if you want to become an all-around better salesperson, improve your ability to lead your sales team, and develop a tailored solution for your client that sells.

To discover how to sell with confidence, this book provides the comprehensive information you need to learn as a sales professional. The B2B selling cycle describes the sales stages in an easy and skillful manner which makes this book a must-read for anyone in sales or interested in sales.

 

Do Epic Sales has been written with two major factors essential to growing a sales career in mind. Personal Development is essential to nurture professional ethics. In the first part of the book, Personal Growth Mindset is discussed along with soft skills. The second part covers the Professional Growth Mindset that will help you give an enormous boost to your sales career. In combination, both parts of the book will give you enough information to maximize sales opportunities and broaden your entrepreneurial horizons.

 

In my opinion, every person on this globe has some unusual characteristics of a salesperson. Although some sell themselves short, others manage to lead in this field. If you want to grow in your profession and learn how to transform into a successful sales professional, you have made the right choice by picking up this book. Read this book to learn how to become the best version of yourself.

 

We will know how to appeal to people's minds if we can understand the laws that control their actions and behavior. While every man has his own distinctive features and his own peculiar way of dealing with the facts of life, it is not possible to establish rules to deal with every single person separately. That is why a standard procedure is essential to function as a framework for dealing with diverse challenges. This framework is described as The International Sales Cycle.

 

The writing of this manuscript was made possible after working closely with different sales teams, training them, and following their activities and sales figures on a recurring basis. Not all salespeople learn how to sell effectively in their primary learning period. Salespeople come from different backgrounds. Not many are erudite sales specialists. Certainly, no one is born perfect at Sales.

 

Salespeople's success is mostly determined by their knowledge of selling skills as well as their personal attributes. Soft skills and leadership abilities are both necessary for a successful sales professional.

 

A combination of personal characteristics, soft skills, and selling skills is required of anyone who wishes to pursue a career in sales. In fact, more than eighty percent of your soft skills and personal characteristics are related to how you build good relationships with people to help take your career forward.

 

Before you can expect to convince the customers, you must first transform yourself.

 

The salesperson's mental attitude and emotional expression; understanding the customer's attitude and behavior; the process of attracting attention, arousing curiosity or interest, producing desire, satisfying the reason, and moving the buyer's will are all parts of their personal skills.

 

The salespeople must possess practical knowledge of their products or services; understand market trends; and competitors in their line of business to be able to sell. They need to know how to qualify the potential leads, explore customer's needs, and build proper solutions that help customers want to buy the product or service. This book is a comprehensive guide for salespeople.

• Language: English
• Publisher: Zuber Palawkar
• Release date: Sep 13, 2022
• ISBN: 9798215679821

Zuber Palawkar

Zuber Palawkar is a sales expert living in Saudi Arabia with over two decades of training and education expertise. He began his career in sales and has since refined his skills through coaching, mentoring as well as the development of various esteemed sales teams. He started his career in sales before working in operations for a decade. When he shifted focus to product and sales development, he started formally training sales professionals as a part of his job. He is currently employed as the head of business development in an enterprise organisation, while also writing about personal and professional development which has been his life-long dream. His experience as a trainer and business development executive involves many challenges, especially when it comes to dealing with the mindset of sales professionals. Lots of salespeople need help to grow personally as well as professionally. Making any impact, however small, will mean that his purpose to help salespeople grow both professionally and personally will be served.

Book preview

DO EPIC SALES

THE SECRET TO BECOME A SUCCESSFUL SALES PROFESSIONAL

By: Zuber palawkar

DISCLAIMER

The advice and strategies found within may not be suitable for every situation. This work is sold with the understanding that neither the author nor the publisher is held responsible for the results accrued from the advice in this book.

TABLE OF CONTENTS

●  Part 1 - Personal Growth

The Power of Your Beliefs

The Power of Self-Confidence

The Power of Building Good Relationships

The Power of Action

The Power of Selling Skills

●  Part 2 - Professional Growth

The Desire To Be Successful

Introduction to Selling

▪  Why are Selling Skills Important?

▪  What is Selling?

▪  Fundamentals of Selling

▪  Foundation of Sales

Get Ready to Sell

▪  Fundamental Principles of Selling

▪  Guidelines of Selling

International Sales Cycle

▪  Why is the Sales Cycle Important?

▪  7 stages of the Sales Cycle

Effective Sales Prospecting

▪  What is Prospecting?

▪  What is a Prospect?

▪  How to Profile a Customer

▪  How to Build a Customer Profile

Qualification Process

▪  Discover Key Characteristics of the Qualification Process

▪  Understand the Qualification Process in Sales Stages

▪  Identify an Opportunity

▪  Value of the Opportunity Assessment

Need-Analysis

▪  Questions to Define the Explicit Needs

▪  Closed-ended Questions

▪  Open-ended Questions

▪  Implication Questions

▪  Reward Questions

Building the Perfect Solution

▪  What is a Solution?

▪  Strategies to build a successful demo or presentation?

▪  Present a Solution to Solve  the Buyer's Problems

▪  Ignite buying motives in prospect

Handle Objections

▪  What is an Objection

▪  Prepare your plan to respond

▪  Build Confidence to Take Action

▪  Strategies to Handle Buyer's Objections

▪  Negotiate win-win deals

▪  Four steps to resolve each objection

Closing the Sale

▪  Understand the Closing Stage

▪  Move Ahead: Close the Sale

▪  Salesperson’s Fear

▪  Buyer’s Fear

▪  Fear of Change

▪  Fear of  Not Getting Value for Money

▪  Fear of Failure

▪  Fear of Losing Control of the Purchase

▪  Identify Prospect’s Signal to Buy

▪  Close the Sale

▪  What if You Lose a Sale?

Follow Up, Repeat Business

▪  After Sales Support

▪  Implementation of Follow-Ups

▪  Quality and Feedback

▪  Success Stories

▪  Repeat Business from Existing Customers

▪  Ask for Referrals

▪  Acquiring Customer Testimonials

ACKNOWLEDGEMENT

This book is based on my experience in the field of sales and operations. I have been mentoring sales professionals and developing sales teams for over twenty years. This book was the result of a lot of hard work and painstaking research but it would not be complete without the mention of some people who assisted me along the way.

When I revealed the book's initial draft to my brother-in-law and friend, Ashfaq Shaikh, he did not hesitate to encourage me to get it edited and published. "A lot of people would benefit from reading this book. Do not let your work go unnoticed," he said. He gave me the push I needed to take this leap of faith.

My editor, Progya Sengupta, helped to make this book a more pleasing and positive reading experience. She used her skills to put out the message in a motivational and encouraging manner.

INTRODUCTION

In my opinion, every person on this globe has some unusual characteristics of a salesperson. Although some sell themselves short, others manage to lead in this field. If you want to grow in your profession and learn how to transform into a successful sales professional, you have made the right choice by picking up this book. Keep reading to learn how to become the best version of yourself.

Author William Walker Atinston describes the role of psychology in the business environment in his book Psychology of Salesmanship. According to his ideas in the book, "Man has heard much of late years regarding psychology in business affairs, and has read something on the subject. He understands now that psychology means the science of the mind and is not necessarily the same as metaphysics or psychism. He has had brought home to him the fact that psychology plays a most important part in business, and that it is quite worth his while to acquaint himself with its fundamental principles. In fact, if he has thought sufficiently on the subject, he will have seen that the entire process of selling goods, personally, or by means of advertising or display, is essentially a mental process depending upon the state of mind induced in the purchaser, and that these states of mind are induced solely by reason of certain established principles of psychology. Whether the salesman, or advertiser, realizes this or not, he is employing psychological principles in attracting the attention, arousing the interest, creating the desire, and moving the will of the purchaser of his goods."

Psychology plays an important role in human life, regardless of the field in which people interact. The book has kept both the psychological and the business aspects of behaviour most suitable to work in a professional environment. We will know how to appeal to people’s minds if we can understand the laws that control their actions and behaviour. While every man has his own distinctive features, and every mind has its own peculiar way of dealing with the facts of life, it is not possible to establish rules to deal with every single person separately. That is why a standard procedure is essential to function as a framework for dealing with various kinds of challenges. This framework is described as The International Sales Cycle.

The writing of this manuscript was made possible after working closely with different sales teams, training them, and following their activities and sales figures on a recurring basis. Not all salespeople learn how to sell effectively in their primary learning period. Some of them come from a variety of other fields - engineers, IT technicians, programmers - to name a few. Not many are erudite sales specialists. Certainly, no one is born perfect at Sales.

At one point, at the company where I worked, we had to evaluate the situation on the sales floor. All members of the sales team were divided into two groups. One team had significant selling experience, whereas the other had no prior sales experience whatsoever. For a few weeks, we taught the fresh recruits the art of sales. After the training, both the teams were reviewed. We discovered that -

●  The individuals who developed selling skills as well as the capacity to articulate their thoughts more effectively outperformed others, regardless of the field they had come from.

●  Members of both teams that struggled to convey their thoughts performed poorly along their sales journey.

This led us to the conclusion that salespeople's success is mostly determined by their knowledge of selling skills as well as their personal attributes. Soft skills and leadership abilities are both necessary for a successful sales professional.

Only selling skills training will not be enough to create a successful salesperson. A combination of personal characteristics, soft skills, and selling skills is required of anyone who wishes to pursue a career in sales. In fact, more than eighty percent of your soft skills and personal characteristics are related to how you build good relationships with people to help take your career forward.

Before you can expect to convince the customers, you must first transform yourself.

If you firmly believe in something, you have a better chance of persuading others to believe in it as well. You must first learn to sell to yourself before selling to a customer.

Put yourself in the mindset that, if you were in the customer's shoes, you would gladly take advantage of the situation.

I know many salespeople who are pessimistic in nature. They blame everyone, even the situation, but themselves. They refuse to take responsibility for their own behaviour.

In the same sales floor others were doing good business and achieving over targets. There has to be something personal. One day I invited a salesperson into my office to inquire about his failure to fulfil his previous year's sales targets, he was quick to blame and point the finger at everyone and everything but himself. When I suggested that a lot of his problems stemmed from his attitude, he was ready to slam the door in my face. Instead of blaming others, what he should have done is take accountability for his own situation and focus on improving what was in his control - his own behaviour and performance.

Builders never complain and complainers never build.

The salesperson's mental attitude and emotional expression; understanding the customer's attitude and behaviour; the process of attracting attention, arousing curiosity or interest, producing desire, satisfying the reason, and moving the will of the buyer are all parts of their personal skills.

There are also other factors involved in the process of becoming a bold, confident, and composed sales individual. For instance, the salespeople must possess a practical knowledge of their products or services; understand market trends; and competitors in their line of business to be able to sell. They need to know how to qualify the potential leads, explore customer’s needs, and build proper solutions that help customers want to buy the product or service.

A complete guide that helps them follow the entire sales process is an essential requirement too.

If a person has a favourable personality, but isn’t aware of the market trend, or how to advance the lead to the next stage of the sales process, they will not be able to progress very far in the field of sales. On the other hand, a person who is thoroughly trained in the knowledge of the product, but has no personal growth mindset, will fall below the mark of those who are equipped with both personal and professional growth.

This work includes a mix of both wherever they are needed. The first portion focuses on personal development, while the second section teaches selling techniques. The importance of soft skills is emphasised in the section concerning selling skills. This book focuses on teaching people how to sell ethically using the right methodology.

If you want to advance your sales management job or simply improve your own talents, this book can help you. I believe you have made the right choice to begin self-improvement and pave the road to make loads of money. The book provides sales management methods in plain and easy language for readers from every walk of life. The knowledge you receive from this book will come in handy if you work in a corporate environment and want to improve your skills. Even if you are not a salesperson, and you merely wish to pursue a career in this field, you will benefit from reading this book from cover to cover. Books are our best companions when it comes to learning