100 WAYS TO SALES RESILIENCE
Building #Sales Resilience is the need of the hour! It can be learned. In this series "100 Ways to Sales Resilience" we share simple yet powerful ideas that you and your sales people can use to overcome sales challenges ahead. You can! And, when we do it together as a sales community, we make it easier and quicker to bounce back! And for every share of this series of posts, #MercuriIndia commits to contribute INR 10 to the #PMCARES Fund. Resilient Sales. Resilient India. Let's do it. Just lend a finger..
100. CONSCIENTIOUS: Follows inner compass to lead effectively
What makes resilient sales leaders the toast of their Customers, teams and business? How do they maintain an enviable inner peace even in the midst of crisis and chaos? Here’s their secret sauce
September 04, 2020Read more
99. PURPOSEFUL: Ensures every sales call serves a Customer purpose
Are your Customers looking forward to your sales calls? How can you make every call a meaningful experience for them?
September 04, 2020Read more
98. GRATEFUL: Pays it forward, inspiring all to give more than they receive, making it a better world, one act at a time
The Sales Coach has a special farewell gift for you today. He introduces you to a 'super behaviour', that can invoke all the positive sales behaviours we have seen so far
September 04, 2020Read more
97. PRESENT: Creates delightful Customer experiences by being fully alive in the here and now
Is it that Sales rewards only some? Not at all. The Sales Coach shows you how the bounties belong to any sales professional who practises this winner behaviour...
September 04, 2020Read more
96. AGILE: Responds at the speed of change to work towards win-win outcomes
What are 2 enduring secrets of expanding your range of sales skills and behaviours to master the challenge of constant change? The Sales Coach shares them today
September 04, 2020Read more
95. COURAGEOUS: Transcends fear with passion and purpose to deliver breakthrough results
Here's a sales behaviour to help you transcend a binary approach to sales and make you feel like a winner 100% of the time. The Sales Coach tells you what it is ...
September 04, 2020Read more
94. FLOATS: Raises the bar beyond binary approaches, taking the road less travelled
Here's a sales behaviour to help you transcend a binary approach to sales and make you feel like a winner 100% of the time. The Sales Coach tells you what it is ...
September 04, 2020Read more
93.HUMBLE: Respectfully accepts 'what is' to further Customer relationship
And today the Sales Coach tells you how Humility will not only make you an endearing sales professional but will also enable you to sell better and more ... Discover how
September 04, 2020Read more
92. MIRRORS: Reflects back remarkably to build rapport with Customer
"Some sales professionals mesmerize Customers with their conversations and charm them into closing. Is there a way to learn their secret?" The Sales Coach answers that question today
September 04, 2020Read more
91. IMBIBES: Makes every interaction a learning opportunity for self and people
You win some. You lose some. What is that ONE thing you must never lose?
September 04, 2020Read more
90. PRECISE: Demonstrates exactness right through the sales process
Meet the MI Sales Coach. He will share with you hard won lessons from a life-time spent in sales. He will highlight overarching, higher order positive behaviours that bring resilience to your sales. Today, he talks about how training yourself to be precise can give you a big head start in winning the sale
September 04, 2020Read more
89.LETS GO: Drops whatever isn’t productive or purposeful to make room for growth
What is one sales behaviour that will not only grow your business and capabilities but also make you confident and serene? The Sales Coach shares the secret today ...
September 04, 2020Read more
88. #Misales Resilience
Yesterday, we crossed 96 posts in this series ‘100 Ways to Sales Resilience’. Here’s a big “Thank you” to all of you who have been with on this joyous journey.
September 04, 2020Read more
87. AVOIDS: Steers clear of potholes on the road to sales success
Winning deals is not just about what you do. It is equally about what you keep away from doing. What does that mean to you?
September 04, 2020Read more
86. ADAPTS: Varies selling style, tactics and approach to make the most of the sales situation
To know and not to do is to not know. To do and to do the same in all situations is to not effectively do! Often it can undo what's done! So?
September 04, 2020Read more
85. BONDS: Retains Customers to generate rebuys
Are your Customers coming back to you in enough numbers? Here is the catch... You can incentivise a first time buy. You have to inspire a rebuy. How?
September 04, 2020Read more
84. PRAGMATIC: Sizes up sales situations to invest intelligent effort
Complexity in a B2B Opportunity holds immense value for the seller... Only if one knows how complex it is! How do you size it up?
September 04, 2020Read more
83. DEMONSTRATES: Convincingly showcases the value that Customer is looking for
Smart Sales Pro's know, it isn't smart to get in your own way when you're near a perfect close! How do you finish in style?
September 04, 2020Read more
82. LUCID: Charms Customer with a simple, clear and easy to understand pitch
Take a closer look at this pic... Can you catch the priceless curiosity in these little faces? As a salesperson, what can you do to get such undivided attention?
September 04, 2020Read more
81. RESOURCEFUL: Is armed with options to make the most of every sales situation
Don't you hate returning empty handed from a Sales Meeting? Of course, all salespeople do. Is there a way you can score a win every time? Yes, you can.
September 04, 2020Read more
80. DECODES: Helps Customer identify precise 'need', going beyond what is articulated
What if your well-meaning sales questions get perceived as 'questioning'? The impersonality of digital adds to the challenge. So what's your answer?
September 04, 2020Read more
79. GUIDES: Demonstrates presence to make the Customer feel respected
What if your well-meaning sales questions get perceived as 'questioning'? The impersonality of digital adds to the challenge. So what's your answer?
September 04, 2020Read more
78. STEERS: Leverages questions to navigate win-win sales conversations
What is the well-kept secret of great sales conversations? And how does it work?
September 04, 2020Read more
77. FACILITATES: Manages role expectations effectively, when dealing with groups
What makes buyers behave differently in one-to-one and in Group Selling situations? How do sales veterans make the most of the diversity inherent in groups?
September 04, 2020Read more
76. COMMUNICATES: Understands and is understood with ease by Customer
In Sales Communication, you never get a second chance to make a good first impression. Is there a method to getting it right the first time?
September 04, 2020Read more
75. PROBES: Uncovers real Customer needs using smart questions
In the world of virtual media, you are what you share. What do your shares and activities say about you?
September 04, 2020Read more
74. SHARES: Gives away valuable insights that inspire engagement
In the world of virtual media, you are what you share. What do your shares and activities say about you?
September 04, 2020Read more
73. WATCHFUL: Vigilant and wide-awake to notice opportunities and pitfalls
Imagine you are Ross Taylor facing a Mitchell Starc running into bowl. To middle the ball and score runs, what is the first thing you should be able to do?
September 04, 2020Read more
72.VISIBLE: Is seen where the Customer is
Where are your Customers doing their shopping in a socially distant world? Are you there?
September 04, 2020Read more
71.COGNIZANT: Spots and senses to seize opportunities
Truth be told, in Sales Negotiations, as with all things in business, and in daily life, appearances can be deceptive. 'What You See' may not be 'What You Get'. What you can 'Sense' could count for much more than what you 'See'. How?
September 04, 2020Read more
70.PROACTIVE: Does painstaking homework to see through surprises
Like any good physician, far sighted sales leaders their success formula is to get real, do their diagnostics and then take massive action. Here’s how they do it …
September 04, 2020Read more
69.REAL: Sees challenges precisely for what they are
Like any good physician, far sighted sales leaders their success formula is to get real, do their diagnostics and then take massive action. Here’s how they do it …
September 04, 2020Read more
68.DEVELOPS : Sharpens the saw. Gets people to grow and live their potential
Inspiring sales leaders make the time and effort to painstakingly craft actionable and mutually beneficial interactions … How do they do it?
September 04, 2020Read more
67.PERSONALISES : Recognises that managing people is a lot more than managing headcount
Inspiring sales leaders make the time and effort to painstakingly craft actionable and mutually beneficial interactions … How do they do it?
September 04, 2020Read more
66.INITIATES : Does the right thing without being told and empowers people to do the same
How can you feel less caught up and more ahead, create self-starting team members and achieve audacious goals? Adopt and practise this one positive sales behaviour …
September 04, 2020Read more
65.EXPECTS: Stokes hunger in people to strive for more
Inspiring sales leaders accomplish seemingly impossible feats with their teams simply by narrowing or bridging the gap between what their teams are and what they can be. Their secret formula ...
September 04, 2020Read more
64.LEARNS: Fosters continuous learning in self and team for sustained and enduring growth
Imagine you’re guaranteed superior purchase experience, huge Customer value add, an always-on fire team and an unbeatable competitive advantage...
September 04, 2020Read more
63.DESIGNS: Inspires Project Team to Create that one Wow Purchase Experience
What’s the big secret of delivering unforgettable purchase experience in project selling? How do you get the price and referrals you want without even asking? Answer is in one word …
September 04, 2020Read more
62.ANTICIPATES : It’s not about winning or losing but about seeing it before it comes
How do some sales teams successfully master unexpected disruptions and adverse market conditions? Their secret is in one positive sales behaviour practised by their leaders …
September 04, 2020Read more
61.FAIR: Businesses employ people. Leaders enhance their employability
You count on your team to achieve numbers and add value to Customers and business. What can your team count on you for? Are you future-proofing them?
July 30, 2020Read more
60.FRIENDLY: The one nice behaviour that works when it makes work happen
Being a friendly salesperson can be differentiator for both Customer conversions and work relationships … Here’s how …
July 30, 2020Read more
59.AWARE: Draws on awareness of Self, Team and Opportunities to deliver superior results
How do you master excellence in sales management? It’s a journey in stages where you use your awareness to get from ‘Good’ to ‘Awesome’ … Here’s a travel guide …
July 30, 2020Read more
58.PRIMES: Creates the right contact climate before making the pitch
Are you in a hurry to 'plant' your ideas? Planting an idea before you prepare its recipient to receive it, is like putting a sapling into the ground, before you prepare the soil to nourish it. So?
July 30, 2020Read more
57.DIRECTS: Well chosen is half won
How is it that resilient sales teams always make right choices and work to achieve them? … Their secret is in how their managers direct them …
July 30, 2020Read more
56.MODELS: Lives exemplary sales habits, creating learning moments that last
What is the change you want to see in the sales habits of your people? Did you know that it takes just one person to live that change, to make it happen for your people? Who?
July 30, 2020Read more
55.MATCHES: Picks a sales team that has people best suited to deliver on critical sales tasks
They say the best matches are made in heaven. In the world of large deals, the best matches make heaven happen. Yes! Find out how..
July 30, 2020Read more
54.MENTORS - Enjoys sharing own stories and tools to help others succeed
Mentoring conversations usually involve sharing of work experiences. Extraordinary times clearly call for much more than that! What could it be?
July 30, 2020Read more
53.Pausing to say "Thank You!"
Dear Reader, Here is our Saturday Summary, for those of you who may have missed us during the week. How about catching up with the posts in this thread, and also making a contribution to the needy in this time?
July 30, 2020Read more
52.OWNS: Gives credit for success and shoulders failure, inspiring people to do the same
You 'grow up' in sales when you 'own up'. How can Sales Leaders get their people to practice 'ownership'?
July 30, 2020Read more
51.APPRECIATES - Acknowledges the positives in all sales situations
When the markets throw them to the wolves, Champions come back leading the pack. How do they do that?
July 30, 2020Read more
50.GIVES - Immersed in serving value to Customers, without expectations
It’s a most intriguing piece of sales advice - "What have you left with your Customer that she can use even if she doesn’t buy from you?" Is that even possible?
July 30, 2020Read more
49.RELEVANT - Is fanatically Customer focused in every step of the sales journey
As a Sales Person, do you match your Customers with your quick thinking and your even more discerning approach? Here's how you can ...
July 27, 2020Read more
48.PREPARES: Thinks through the entire sales call before zooming into it
"Tell me who are your contacts in this account. And, I will tell you how likely you are to win this deal" Often heard in Sales Reviews, we know this is easier said in retrospect. How does a rookie Sales Person get this right with an unknown account? Read on..
July 27, 2020Read more
47.PREDICTS - Gets sales projections right even in difficult market conditions
No one likes surprises. More so in uncertain times. Is your sales forecast adding to that uncertainty? How can you and your people get better at predicting sales closures?
July 27, 2020Read more
46.SHREWD: Helps Customers make discerning choices through quick hard headed thinking
As a Sales Person, do you match your Customers with your quick thinking and your even more discerning approach? Here's how you can ...
July 27, 2020Read more
45.COLLABORATIVE - Leverages an internal network to sell more and better
Sales is too crucial to be handled only by sales people. In critical times, everyone sells... together. And, it is the job of the Sales Person to make that collaboration happen. How?
July 27, 2020Read more
44.PROSPECTS: Constantly looks for more new Customers to sell to
Are you waiting for your Prospects to show up on your mobiles? Are you reaching out to them proactively? In tough times like this, the winners go all out digging for their diamonds. How?
July 27, 2020Read more
43.BOLD - Unfazed enough to overturn objections into opportunities for value creation
To most salespeople 'nightmare' is a word that begins with an ‘O’. How about you? How do you deal with it?
July 27, 2020Read more
42.SYNERGISES: Steers buyer groups to find and leverage common ground
To the Sales Champion, increasing diversity in buyer groups is an opportunity, for it is an early indicator of the size and criticality of the deal. So, the more the buyers, the merrier it gets for the seasoned Sales Champ. How do these Sales Wizards navigate the stormy waters of 'Group Selling' ?
July 27, 2020Read more
41.SUPPORTIVE: Works with people to build their competence
People who produce good results, feel good about themselves. As a Sales Leader how do you support your team members to improve their sales performance? Here is a proven 3 step approach...
July 27, 2020Read more
40.COMPETITIVE: Competes fiercely but never runs down competition
When Champions sell, their Customers feel they bought it all by themselves. How do they do it?
July 27, 2020Read more
39.QUALIFIES: Cherry picks the best opportunities to work on
Opportunities are scarce. So are the options to get after them, in these days. So, how do successful sales professionals maximise outcomes in the midst of such limitations?
July 27, 2020Read more
38.METICULOUS: Always plans and prepares for every little detail
Why attention to detail can give you an unfair advantage?
July 27, 2020Read more
37.EMPATHETIC: Goes beyond logic… makes Customers ‘feel’ the why to buy
When Champions sell, their Customers feel they bought it all by themselves. How do they do it?
July 27, 2020Read more
36.CONVINCING: Makes well researched, targeted and compelling sales presentations
CEO Soumya to HR Raman: “How can you get our people to make meaningful presentations?” Raman: “Shall we run them through a high end training on creative use of Power Point?” Soumya: “Oh! Come on! It is much much more than Power Point” What could Soumya have meant?
July 27, 2020Read more
35.OUTSTANDING: Uses signature sales practices to continuously delight Customers
Customer loyalty with premium prices... How can you have your cake and eat it too?
July 27, 2020Read more
34.PLAYFUL: Brings a light hearted approach to create delightful purchase experiences
Why serious Sales Achievers are not always so serious?
July 27, 2020Read more
33.LISTENING: Makes the Customer feel heard beyond doubt
What are your barriers to being a better listener? Here is a 12 point checklist. Ready?
July 27, 2020Read more
32.STRATEGIC: Presents the bigger picture
If you cannot see what the #CEO is seeing, you can never show him what he wants to see. Up there at 30,000 feet this planet looks very different. So does business from the corner room. In the world of large deals, building sales resilience is all about getting better at 'selling to the top'. How ?
July 27, 2020Read more
31.RELATABLE: Quick to gain Customer’s appreciation
You will lose all the #sales you don’t ask. That's basket ball wisdom. Continue reading to discover how you can 'ask' your way through this Unlock!
July 27, 2020Read more
30.SUGGESTIVE: Deftly uncovers unarticulated needs to add value
Do your sales people have data on the table? Or, are they shooting in the dark? How about you? What could it mean to be 'Factual'? Dive in to find out..
July 27, 2020Read more
29.FACTFUL: Data driven in farming and hunting
Do your sales people have data on the table? Or, are they shooting in the dark? How about you? What could it mean to be 'Factual'? Dive in to find out..
July 27, 2020Read more
28.ASKS: Proposes with courage to seize opportunity
You will lose all the #sales you don’t ask. That's basket ball wisdom. Continue reading to discover how you can 'ask' your way through this Unlock!
July 27, 2020Read more
27.NURTURING Grows relationships
Ashwini’s announcement that she had landed a mega order from Seneca Eyewear took her sales team by complete surprise. Over months, Seneca had become a joke to tease Ashwini.
July 27, 2020Read more
26.SELF-RELIANT: Carries own weight to make things happen
Sales people who carry their weight, get much more rewards to carry! Where do they find the strength from? This 23rd post of the series '100 Ways to Sales Resilience' has some hints. Read. Share. Practice. Prosper!
July 27, 2020Read more
25.PROUD: Convinced in the superiority of what one sells and who one represents
Sales Champions exude an infectious pride that positively influences Customers, and helps bounce forward from many an adversity. How do they do it?
July 27, 2020Read more
24.SIMPLE - Stickler for the minimal and essential
Attention is scarce. Yet, resilient salespeople are 'attention magnets'. Their Customers are never tired of them. What is their secret charm? This 21st post in the series '100 Ways to Sales Resilience' reveals their spell. Read. Share. Practice. Perform.
July 20, 2020Read more
23.CONNECTS: Builds rapport before talking business
Did you know most sales are lost in the first 30 seconds of a sales call? Sales veterans 'connect' before they 'share'. Because they want to get the emotional climate right, before they begin. How do they do it?
July 20, 2020Read more
22.ARTICULATE - Gets sales mails 'write'
What are the two traps that cause poor Customer impressions in sales emails? How do resilient salespeople avoid them? Did you know, for every share of this post, MercuriIndia contributes INR 10 to the PMCARES fund?
July 20, 2020Read more
21.PRESCRIPTIVE: Decisive expertise best for Customer
How often do your Customers dither and keep decisions hanging, because they are unable to choose? In such situations, what do resilient #Sales People do?
July 20, 2020Read more
20.How can you build Sales Resilience?
'100 Ways to Sales Resilience' is a priceless collection of thoughtfully chosen positive sales behaviors, presented in ways that inspire learningful action. 18 impactful behaviors await your attention.. more to come! Let these ideas ignite your thrust into the new normal..
July 20, 2020Read more
19.OUTGOING: Reaches out to Customers wherever they are
Are you challenged by 'going out' to meet Customers? You are not alone. 'Going out' may be passe. Does that mean you cannot make as many #sales calls?
July 20, 2020Read more
18.ENGAGING - Inspires attention in conversation
Attention spans are dwindling. Sales Conversations are getting shorter. So, the accomplished Salesperson keeps distractions out of the way, for himself and the Customer. How does he do it?
July 20, 2020Read more
17.JOYFUL: Enjoys selling for reasons beyond deals won
Have you experienced the 'Joy of Selling'? Doing so is imperative to unlock your #Sales Resilience. In that experience you find the energy that fuels you up when you are in the trenches. How do you get to enjoy selling?
July 20, 2020Read more
16.Keen to impart expertise
There is no competition at the extra mile. So, it is for Specialist #Sales people. How come they are always in demand, more so in tough times, when many of their peers struggle to get noticed?
May 27, 2020Read more
15.Obtains incremental commitments throughout the Sales Process
Sudden deal death. Happens when objections are not 'smoked out' and made evident early on in the sales process. So, what does the resilient #Sales Veteran do?
May 26, 2020Read more
14.Creates excitement when communicating value
Sales champions create excitement by being imaginative. The effect on buyer groups is magical! How do they do it?
May 25, 2020Read more
13.Ever willing to learn and add value
Knowledge is free. Value is at a premium, always on demand. How can Sales Persons learn to create value for their Customers?
May 21, 2020Read more
12.Leads tactfully to maximize mutual benefit
Boss in the Virtual Sales Review: "Agree you have built up a healthy pipeline before the pandemic struck. But your closures, were very low. Looks like your pipeline is in need of a stent or by-pass"..
May 22, 2020Read more
11.PERCEPTIVE : Grow the business and the guards the bottom line
Any quota can be crushed if you close all your deals with discounts. The successful #sales professional passionately pursues the top line, AND retains sharp focus on the bottom line. How does he do that?
May 20, 2020Read more
10.Knows when to speak
A perfect host knows when to fill the cup. An intelligent salesperson is perceptive enough to know when to speak. Such 'perceptive silence' is the hallmark of hashtag #Sales Resilience. Read on to discover why it matters and how.
May 19, 2020Read more
9.Lose a deal, if you must, but keep the Customer
Champions know how to keep the Customer, even if they have to lose the deal. Such Customer relationships endure the test of time, yielding rewards in multiples of what was lost.
May 18, 2020Read more
8.Delivers every time, on every need
How come some #sales people bounce back faster from a downturn, while many struggle to claw back? Their Customers are never tired buying from them.. in times good and bad.
May 15, 2020Read more
7.Eager to understand customers interest
Clinching #sales and relationships demands creating aha moments for your Customers. Many of us know this is important. Few of us know 'how' to do it
May 14, 2020Read more
6.Won't give up
Nature demonstrates resilience in beautiful ways! How about hashtag #Sales people? Find out in this 6th dispatch of '100 Ways to Sales Resilience'.
May 13, 2020Read more
5.Helpful: Thinking beyond selling and sales
You own a 10 year old logistics company connecting farms to city super markets. Vegetable farmers using your services have all been with you for over 5 years.
May 12, 2020Read more
4.Switches on a C Suite analytical mindset
Building #Sales Resilience is the need of the hour! It can be learned. In this series "100 Ways to Sales Resilience" we share simple yet powerful ideas
May 11, 2020 Read more
3.Challenging: Constructively challenges Customer
Constructively challenges Customer ,to add value Customer: “It may take another quarter for us to utilize full capacity...
28th MAY 2020Read more
2.Inventive: Exploring untried ways to serve Customers
A pan India diagnostic chain has a number of corporate customers for whom it carries out periodic preventive and maintenance health..
11th MAY 2020Read more
1.Caring: True Caring is visible
After lockdown came into force, your six month old sedan is idling in the apartment parking lot. You get an unexpected call from your dealer.
11th MAY 2020Read more
Explore your Knowledge Centre
In Essence
In Essence documents are annotations of insightful publications in academic journals of repute, fostering sales excellence.
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Selling is Beautiful
Whatever the size of the quota, your sales team can crush it, with these Sales Tarot cards, lived one at a time.
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Build Your Library
Extreme Money: The Masters of The Universe and The Cult of Risk - Satyajit Das
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Beyond Sales
“If banks cannot be truly Customer intimate, they are doomed to be just dumb commodities, acting behind the scenes, like utilities” – J P Nicols
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MI Quest
How can the Sales Training Professionals of today design learning experiences that engage and inspire sustainable excellence in their audience?
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100 WAYS TO SALES RESILIENCE
In this series "100 Ways to Sales Resilience" we share simple yet powerful ideas that you and your sales people can use to overcome sales challenges ahead.
Read more