Whatever you are selling, every sale follows the same pattern. It's a rare sale that doesn't include each of these steps in one form or another…We overstep on each other…If we follow religiously, every lead works…
In order to succeed in sales you need to master each one of these stages..
1. Prospect for Leads
You can't prospect effectively without knowing all about your product(s). If you don't understand the product, how could you know who will want to buy it?
2. Set an Appointment
It's time to use those leads you collected in stage 1. Many salespeople prefer to cold call over the phone, but you can also call in person, send email or even mail out sales letters.
3. Qualify the Prospect
The qualification stage usually takes place at the appointment itself, although you can also qualify briefly during your initial contact. The idea is to confirm that your prospect is both able and potentially willing to buy your product.
4. Make Your Presentation
The presentation is the core of every sales cycle, and it's probably where you'll invest the most preparation time. Keep in mind that you're not just selling your product... you are also selling yourself! You represent your company, so appearance counts. Im sure there should be some rider these days virtual presence effectiveness has increased.
5. Address the Prospect's Objections
Here's where you get to deal with your prospect's concerns. The one you'll hear most often? “I have to think about it.”
6. Close the Sale
Once you've made your presentation and answered your prospect's questions and objections, it's time to ask for the sale. This is the second-most neglected stage of the sales cycle... which is especially sad given that it's probably the most critical one.
7. Ask for Referrals
This is hands down the most commonly neglected step. Too many salespeople are so relieved to get a sale that they grab their things and race out the door the second they get the chance, for fear the prospect will change their mind!
whats bigthing about Google Instant
Almost spent whole day today to dive into what google has done to get this instant search. Learnt good as well bad side.
Yes, they had all this technologies before but now identified a formula to mix them to make a user as information scientist.
Previously a normal user would have spent lots and lots of time to search what they want, now he becomes scientist and gets what he wants in matter of milli seconds.
Here are the great things behind what google presented as part of instant
1. Suggestions are skytouching now. They have loads of local aspects attached before throwing suggestion. As before this is pre-search on the google server before even u type. Mostly google servers thinking what u want before u type-in and giving you those suggestions. Here i see a great deal of hidden business aspirations which we cant see today.
2. Instant results : Ofcourse this is what is demostrated as part of instant by naked eye. But This is purely again depeding on point 1. They are now showing as if results are like same old. NO, you can clearely see results are not same as old engine
3. Didnt think about AdBusiness and SEO : this now looks like killing lot of seo as user might not get to real page until he gets what he wants from search bar itself. So where is the business with keywords for paid results, seo, adwords etc?
So lot of depending business is axed with this.
It will take sometime to comeback on this.
They are going to take sometime to deploy regionally...why ..because lots of local facts connected to their future business has to be captured.
Finally , how about on Mobile, which is the future of computing? There are lots of constraints on the small display devices. Virtual keyboards eat up a lot.
Excited to see how they come on these devices.
Overall, Instant is a great technology, but great burden on servers, u r making users as scientists.
Yes, they had all this technologies before but now identified a formula to mix them to make a user as information scientist.
Previously a normal user would have spent lots and lots of time to search what they want, now he becomes scientist and gets what he wants in matter of milli seconds.
Here are the great things behind what google presented as part of instant
1. Suggestions are skytouching now. They have loads of local aspects attached before throwing suggestion. As before this is pre-search on the google server before even u type. Mostly google servers thinking what u want before u type-in and giving you those suggestions. Here i see a great deal of hidden business aspirations which we cant see today.
2. Instant results : Ofcourse this is what is demostrated as part of instant by naked eye. But This is purely again depeding on point 1. They are now showing as if results are like same old. NO, you can clearely see results are not same as old engine
3. Didnt think about AdBusiness and SEO : this now looks like killing lot of seo as user might not get to real page until he gets what he wants from search bar itself. So where is the business with keywords for paid results, seo, adwords etc?
So lot of depending business is axed with this.
It will take sometime to comeback on this.
They are going to take sometime to deploy regionally...why ..because lots of local facts connected to their future business has to be captured.
Finally , how about on Mobile, which is the future of computing? There are lots of constraints on the small display devices. Virtual keyboards eat up a lot.
Excited to see how they come on these devices.
Overall, Instant is a great technology, but great burden on servers, u r making users as scientists.
Data Capture market Growing...
Last year, the total market for document capture software grew by 6.8% to a total of $1.9 billion. The projected growth for the coming years is 9.5% adding up to a total market value of $2.8 billion in 2012
moving again from thick client to thin client market
As we all suspected,now market is moving towards thin client baser systems connected to cloud services running in huge data centers. so to run a IT solution we dont need any thick intelligent powerful boxes within premises where solution is running. now the hardware market is going to run crazy once the cloud becomes matured. so we are almost moving towards mainframe era. we need to accept it and for sure its fpr our good. as i blogged previously a device like ipad with frills of gps,hspda,rich browser connected to cloud ie enough to help with any IT solution.
so lets gear up
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