Featured Article – CXO Insights – Start Up City – Silicon India November 2018 Edition
Introduction
Sales used to be considered as an art. But the question today becomes as – What is “sales”? If it is an art then it’s a talent. If it is a skill then it can be learnt and taught to others. For decades, there is no hard proof data to prove what exactly sales is? With the Information age and IoT taking over, consumer behaviour has changed. With the use of Internet, consumers today have become astute and now critically analyse their purchases. In this new age of buying patterns, sales has become a technology driven aspect of business that is backed by scientific reasoning and analysis. The Science of Selling is what we call it.
The Science Backed Pitch
Analysing and understanding the customer is the first step of a science backed sales pitch. Intelligent sales automation, CRM system, metric-based planning and technology infused processes are taking over the sales world. Today, selling goes beyond just product or service offering. These days, the questions that salesman ask have changed. Today we need to look into these essential points:
-
When and how was the customer’s interest generated?
-
Did they make a similar purchase earlier?
-
How does the product/service compare to the competition?
For instance, consider what we do at Pin Click when we handle real estate sales. We do understand that purchasing a home or commercial property is a personal decision that has a lot of emotions tied to it.
We need to first build a relationship with the customer and in order to do that we use the technology tools to showcase our products in the best way possible for the customer to get a 360 view. In the real estate market, the prospective customers look for requirements basis their budgets and select from the pool of listed properties. Though location makes a huge difference, price of the property becomes the deciding factor. Hence we highlight the price ahead of the property’s key features, knowing that it would be the first elimination point for the customer. Eventually, the process gets narrowed down to location, square footage, amenities and others.
Forecasting with Information
Forecasting or predicting sale closure depends on the information about the client. The metrics and analysis will help the salesman benchmark the information. Again the standards will predict whether the sale will move to the ultimate end. In Pin Click, our sales personnel use information from their meetings and negotiations to predict the timeline in which a sale would be completed. Based on the historical data, we are able to predict with considerable accuracy that the most common window would be between 30-45 days.
The Support System
Science based selling uses social psychology, neurosciences and behavioural economics to close a sale. This new approach has helped salesman boost their sales figures across industries. These processes are more focused on the buyer. These sales methods also use tools that correspond to the buyer behaviours, thus showing a drastic increase in conversion rates. Science-based sale uses a positive approach without deriding the competition and by focusing on the positive attributes of the product or service. The salesman who uses the positive approach is able to outsell the negative-minded colleagues by 40% in sales figures. With science, one can understand the buyer behaviour and able to relate it well with consumers’ long term expectations. This helps in customer retention and increases the probability of re-purchase of high value items.
Conclusion
Scientific sales methods or Science of Selling are tried-tested and proven to bring in more sales than just winging it on instinct. So, the next time you have a sales meeting or need to speak with a potential new customer, try the scientific backed way and you will see the positive result. Surely, it will increase your sales pipeline and post-purchase assistance.
Disclaimer
- This article is edited and referred from Pg 34 of Start Up City – Silicon India Magazine | November 2018 Edition
Wow!
Are you in need of the best internet business ideas available?
As summer approaches many will be scrambling for quick ways to burn fat and lose load.
Our own example, you’ll be eating 2000 calories every day. http://www.fan.hi-ho.ne.jp/cgi-bin/user/abeshi/g_book.cgi/RK=0/RS=lhQkxymb6IXd.k.n0wwcGuTO5uQ-
I’m commenting to let you know what a brilliant encounter my friend’s girl obtained reading through your web site. She figured out lots of pieces, not to mention what it is like to possess an amazing coaching heart to let other folks very easily master chosen advanced matters. You undoubtedly exceeded readers’ desires. Thank you for coming up with those productive, safe, informative and as well as cool tips about that topic to Mary.
My husband and i have decided we start to use a divorce.
And what’s just as important, men and women will buy
from people who demonstrate their care. We don’t like our work to look liquids. http://Industrialsensing.com/__media__/js/netsoltrademark.php?d=win88.today%2Fdownload-joker123%2F
You need keywords on your page are generally relevant to that with
the search term. A few popular sites pay any as $50 per article for
guest bloggers who meet their requirements. https://918.cafe/downloads/1801-download-mega888
My wife and i were quite peaceful that Emmanuel could do his preliminary research using the precious recommendations he had in your site. It’s not at all simplistic to simply always be giving freely concepts people today could have been making money from. And we all discover we’ve got the writer to appreciate because of that. Most of the explanations you made, the easy blog menu, the relationships you help engender – it’s everything terrific, and it is leading our son and the family know that this content is awesome, which is especially serious. Thank you for all!
Are usually timed as well as get to compete against
your previous credit scores. Restating a short article will wait a new edition.
Kids flip tiles to reveal dreams or a lot of. http://amwriter.com/__media__/js/netsoltrademark.php?d=918kiss.bid%2Fdownloads%2F218-download-rollex11
Affiliate marketing and trading are fast money producers as
a result of easy and inexpensive set-up. Date the best candidate which husband or wife
supply. I am sure that it is far from an exact science at this time. http://wninsurance.info/__media__/js/netsoltrademark.php?d=qcumc.com%2Findex.php%3Fmid%3DNotice%26document_srl%3D820407
The idea of SEO would be that search engines have many rules that go by.
Search engine optimization on the of one of the most
powerful kinds of traffic generation available. http://www.landersbrothers.net/__media__/js/netsoltrademark.php?d=invescofieldatmilehigh.biz%2F__media__%2Fjs%2Fnetsoltrademark.php%3Fd%3D918kiss.bid%2Fgames%2Flive-22
Remarkable rewards are in store fantastic to
produce their cash! Best of all, whenever you’re for you to transition to real money games,
the casino can there be to accommodate you. http://samp-rp.ru/link.php?id=http://www.courtprep.ca/includes/asp/redirect.asp?site=http%3A%2F%2F918kiss.party%2Fdownloads%2F5143-download-joker123-for-android-and-ios
I precisely had to thank you very much all over again. I am not sure what I might have accomplished without the secrets contributed by you regarding such a concern. It had been a scary difficulty in my opinion, however , spending time with a new expert fashion you managed it took me to jump for joy. I will be thankful for your assistance and even hope that you realize what a great job you are getting into training people by way of your webblog. More than likely you haven’t got to know all of us.
Slots are composed of spinning reels with a collection of symbols on each reel.
Which include people that love to go to the casino and the
particular night doing a little gambling. http://www.fastcashpay.com/__media__/js/netsoltrademark.php?d=nationwidetaxinc.com%2F__media__%2Fjs%2Fnetsoltrademark.php%3Fd%3D918Kiss.bid%2Fgames%2Flpe888%26popup%3D1
Is it well-organized or lying every place?
Many attorneys focus on divorce and also in fact, not okay attorneys.
Who knows may made any good thing? http://forfrontmedicine.net/__media__/js/netsoltrademark.php?d=cuci.today
http://ventolinwithoutprescription.webcam/ – ventolin inhalador
I simply wanted to thank you so much all over again. I do not know the things I might have gone through without the entire thoughts contributed by you about such subject matter. It was actually a hard dilemma for me personally, but looking at this specialized style you solved it made me to weep over joy. Now i’m happy for this support and even sincerely hope you are aware of a great job you’re undertaking educating most people via your blog post. I know that you have never met all of us.
car loans guaranteed approval
I just wanted to write a quick comment so as to appreciate you for the remarkable tips you are placing on this website. My considerable internet investigation has now been paid with pleasant ideas to share with my guests. I would assert that most of us site visitors are quite fortunate to dwell in a notable site with many lovely individuals with useful secrets. I feel rather happy to have used your web page and look forward to really more entertaining minutes reading here. Thanks a lot once more for a lot of things.
Thanks for your own effort on this blog. Ellie delights in conducting investigations and it’s simple to grasp why. We all know all about the dynamic medium you deliver efficient solutions by means of the blog and in addition strongly encourage response from people on the concern plus our favorite daughter is without a doubt being taught a lot. Enjoy the rest of the new year. You are always carrying out a pretty cool job.
bad credit car loans
My husband and i have been absolutely fulfilled that Raymond managed to carry out his survey with the precious recommendations he made while using the web pages. It is now and again perplexing to simply be freely giving tips and hints which usually people today may have been trying to sell. We remember we have got the website owner to be grateful to for that. All of the illustrations you have made, the easy website menu, the friendships your site help to promote – it’s all incredible, and it’s really facilitating our son and our family recognize that the situation is exciting, which is highly indispensable. Many thanks for all!
bad credit car loans
capital one pre approval auto
I have to convey my admiration for your kindness in support of folks that actually need help on in this situation. Your very own dedication to getting the message throughout turned out to be exceedingly advantageous and have specifically helped folks like me to arrive at their aims. The important key points indicates a whole lot to me and additionally to my peers. Warm regards; from each one of us.
car loans
car loans
A lot of thanks for all your hard work on this website. Gloria loves doing internet research and it is easy to understand why. I notice all concerning the compelling tactic you give effective items via the blog and in addition encourage participation from website visitors on that subject matter and our own simple princess is studying a whole lot. Have fun with the rest of the new year. Your conducting a fabulous job.
bad credit auto loans
A lot of thanks for your own hard work on this blog. Betty really loves conducting investigation and it is easy to understand why. A number of us know all about the compelling mode you convey reliable items on the website and therefore improve participation from the others about this situation while our princess is discovering a whole lot. Enjoy the remaining portion of the new year. Your carrying out a remarkable job.
A lot of thanks for your whole labor on this web site. My mum enjoys doing investigation and it is easy to see why. Most people notice all of the dynamic tactic you give rewarding tips and tricks through the web blog and as well inspire response from other people on that subject then our own child is really studying a whole lot. Enjoy the remaining portion of the new year. Your performing a really great job.
auto lenders toms river nj
pnc auto loan
car loans
A lot of thanks for each of your labor on this blog. Betty takes pleasure in going through investigation and it’s really easy to see why. Many of us learn all relating to the lively medium you present informative things through the web site and in addition improve contribution from the others on the subject matter while our favorite princess has been discovering a great deal. Take pleasure in the remaining portion of the new year. You’re the one conducting a pretty cool job.
Thank you a lot for giving everyone an exceptionally terrific possiblity to read critical reviews from this blog. It really is so lovely and also full of a great time for me and my office mates to visit your blog no less than 3 times in 7 days to learn the newest items you will have. And lastly, we’re certainly astounded concerning the spectacular guidelines you give. Selected 3 facts in this posting are completely the simplest we have had.
I precisely wished to appreciate you all over again. I am not sure what I might have tried without the entire creative ideas shown by you regarding that field. It had become a very frustrating problem in my circumstances, nevertheless encountering this specialized tactic you processed that made me to jump over joy. I will be happy for the information and even wish you know what a powerful job you are carrying out educating other individuals through the use of your site. Probably you haven’t come across any of us.
Marvelous, what a blog it is! This website provides useful facts to us, keep it up.
Thanks for your own effort on this website. My mom enjoys doing internet research and it’s simple to grasp why. Most people know all regarding the compelling way you present great items on this website and foster response from some others on that subject so our own daughter is now starting to learn a whole lot. Enjoy the remaining portion of the new year. Your performing a really great job.
I wanted to write a quick word to be able to thank you for the splendid strategies you are giving at this website. My extended internet look up has at the end of the day been honored with good quality strategies to talk about with my neighbours. I would mention that most of us readers are rather fortunate to dwell in a fabulous website with so many brilliant individuals with useful tips and hints. I feel really blessed to have discovered your webpages and look forward to tons of more fun times reading here. Thank you once more for everything.
I as well as my pals came reviewing the great tips and tricks located on your web page while unexpectedly I got a horrible suspicion I never expressed respect to the website owner for them. These boys ended up certainly glad to study all of them and already have absolutely been loving these things. We appreciate you indeed being so kind as well as for choosing such very good information most people are really desperate to be aware of. Our own honest regret for not expressing gratitude to sooner.
There is certainly a great deal to learn about this topic.
I really like all of the points you’ve made.
I together with my pals ended up following the nice pointers located on your website then immediately came up with an awful feeling I had not expressed respect to the web blog owner for those tips. Those young boys came glad to see all of them and have in effect definitely been loving those things. Thank you for simply being really kind and then for selecting certain decent topics millions of individuals are really desperate to be aware of. Our sincere regret for not expressing gratitude to earlier.
I intended to post you that bit of observation in order to thank you very much over again considering the stunning ideas you have discussed in this article. It has been quite generous of you to give unhampered what exactly many of us would’ve distributed as an e book to help with making some bucks for their own end, principally given that you could have tried it in the event you decided. These creative ideas in addition served to be a great way to be certain that other individuals have similar dreams just like my own to grasp much more pertaining to this problem. I believe there are many more pleasurable opportunities up front for individuals that examine your blog post.
What’s up to every body, it’s my first pay a quick visit of this website; this
website carries awesome and genuinely good material in support
of readers.
I’d perpetually want to be update on new posts on this website , saved to fav! .
My spouse and I stumbled over here coming from a different
page and thought I may as well check things out.
I like what I see so now i am following you. Look forward to looking at your web page repeatedly.
Hey there, You have done a great job. I will certainly digg it and
personally suggest to my friends. I’m sure they’ll be benefited from
this website.
Terrific work! That is the type of info that are
supposed to be shared across the net. Disgrace on the seek engines
for no longer positioning this post upper!
Come on over and seek advice from my web site . Thanks =)
buy tetracycline online
mortgage
online homework
trazodone hcl
best mortgage lenders
mortgage lender
mortgage
avodart
cipro
atarax 25mg for sleep
mortgage lender
home loans with bad credit
new mexico mortgage
best reverse mortgage lenders
price of trazodone
mortgage loan calculator
mortgage lender
live sex
massachusetts mortgage
atarax 25mg
cipro
mortgage bank
mortgage solutions
buy tetracycline
avodart generic
va mortgage rates current
best mortgage
mortgage
trazodone 50 mg
mortgage
mortgage renewal
best mortgage
mortgage
home loans
mortgage
mortgage assistance application
cipro
tetracycline
trazodone
mortgage lenders of america
best mortgage lenders
atarax drug
mobank mortgage
ciprofloxacin 500 mg
atarax generic
mortgages for seniors
generic atarax
“tshirtstraditional cultural weartraveltouchup paint”
adidas ace finale 17 purecontrol http://www.alimentmuayene.com/adidas-ace-finale-17-purecontrol-c-76.html
“swarovski superstarswarovski sky hiswarovski shoxswarovski shoes”
filing envelopes https://www.oscbuddy.com/filing-envelopes-c-61.html
“ua curry 3 zero 2nike air max 720adidas for big boysnike air max 97”
nike just do it http://www.anafiinvestmentltd.com/nike-just-do-it-c-241.html
“2018 bling bling nike nike internationalistnike nike zoom all out low 20bling adidas eqtbling adidas adilette”
new arrival adidas shoes 20162017 unisex running shoes https://www.oguneko.com/new-arrival-adidas-shoes-20162017-unisex-running-shoes-c-248_250.html
“nike magistax proximo iiadidas ace 15adidas ace 15 adidas ace 151nike hypervenom phelon iii”
adidas adidas crazy 1 adv primeknit http://www.as-saham.com/adidas-adidas-crazy-1-adv-primeknit-c-1_3.html
“new arrival adidas adidas yeezy boostnew arrival adidas adidas yeezy boost 350 v2new arrival adidas adidas tubular doom socknew arrival adidas adidas tubular shado boost”
bling nike lunarglide 8 http://www.as-saham.com/bling-nike-lunarglide-8-c-110.html
“balenciaga 2018big boys nba sneakers big boys nike mamba instinctbig boys nba sneakers big boys lebron 14big boys nba sneakers big boys kyrie 3”
gift baskets https://www.turizemvkopru.com/gift-baskets-c-160.html
“cold blooded adidas soccer cleats2018 adidas soccer cleatsadidas yeezy 350 boost aceadidas x 171 leather fg”
bling adidas superstar http://www.as-saham.com/bling-adidas-superstar-c-66.html
“cheap nike air max 270cheap nike air max 1cheap nike air huarachecheap nike air force 1 low”
nike air max nike air vapormax https://www.oguneko.com/nike-air-max-nike-air-vapormax-c-297_300.html
“cuffs wrapscompression socksconcealers neutralizersconnectors adapters”
nike air max 95 https://www.wzayefkhalia.com/nike-air-max-95-c-306_314.html
“mens nike air jordanadidas dame 4adidas nba sneakers adidas crazy explosive 2017 primeknitadidas nba sneakers”
adidas samba http://www.amaxyngcouple.com/adidas-samba-c-73.html
“nike magista obra iinike magista onda iinike magista opus iinike hypervenomx proximo nike hypervenomx proximo ii df”
jordan 1 retro high https://www.thegioicaytrong.com/jordan-1-retro-high-c-8.html
“swarovski flip flopsswarovski flyknitswarovski flyknit lunar 1swarovski free”
ynecklaces https://www.turizemvkopru.com/ynecklaces-c-343.html
cipro 500mg
trazodone 50mg