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

Insights

Here are some Mercuri India’s classic Knowledge Blocks, that address opportunities and challenges which Sales Professionals deal with at work.

Mercuri Mail

Our Sales Journal - Mercuri Mail - is a thoughtful compilation of meaningful articles drawn from our archives, and sales timeless management literature.

In Essence

In Essence documents are annotations of insightful publications in academic journals of repute, fostering sales excellence.

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.

Build Your Library

How about building your own sales library? Here are some must reads that will make your collection meaningful!

Beyond Sales

Here is some poetry that helps you unwind all the stress , and recharge to overcome more challenges. Time to relax!

MI Quest

How can the Sales Training Professionals of today design learning experiences that engage and inspire sustainable excellence in their audience?

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.

In Essence

In Essence documents are annotations of insightful publications in academic journals of repute, fostering sales excellence.

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.

Build Your Library

Extreme Money: The Masters of The Universe and The Cult of Risk - Satyajit Das

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

MI Quest

How can the Sales Training Professionals of today design learning experiences that engage and inspire sustainable excellence in their audience?

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.

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Open Courses

Digital Learning

Celemi - Business Simulations

4MAT Instruction Design

100. CONSCIENTIOUS: Follows inner compass to lead effectively

99. PURPOSEFUL: Ensures every sales call serves a Customer purpose

98. GRATEFUL: Pays it forward, inspiring all to give more than they receive, making it a better world, one act at a time

97. PRESENT: Creates delightful Customer experiences by being fully alive in the here and now

96. AGILE: Responds at the speed of change to work towards win-win outcomes

95. COURAGEOUS: Transcends fear with passion and purpose to deliver breakthrough results

94. FLOATS: Raises the bar beyond binary approaches, taking the road less travelled

93.HUMBLE: Respectfully accepts 'what is' to further Customer relationship

92. MIRRORS: Reflects back remarkably to build rapport with Customer

91. IMBIBES: Makes every interaction a learning opportunity for self and people

90. PRECISE: Demonstrates exactness right through the sales process

89.LETS GO: Drops whatever isn’t productive or purposeful to make room for growth

88. #Misales Resilience

87. AVOIDS: Steers clear of potholes on the road to sales success

86. ADAPTS: Varies selling style, tactics and approach to make the most of the sales situation

85. BONDS: Retains Customers to generate rebuys

84. PRAGMATIC: Sizes up sales situations to invest intelligent effort

83. DEMONSTRATES: Convincingly showcases the value that Customer is looking for

82. LUCID: Charms Customer with a simple, clear and easy to understand pitch

81. RESOURCEFUL: Is armed with options to make the most of every sales situation

80. DECODES: Helps Customer identify precise 'need'​, going beyond what is articulated

79. GUIDES: Demonstrates presence to make the Customer feel respected

78. STEERS: Leverages questions to navigate win-win sales conversations

77. FACILITATES: Manages role expectations effectively, when dealing with groups

76. COMMUNICATES: Understands and is understood with ease by Customer

75. PROBES: Uncovers real Customer needs using smart questions

74. SHARES: Gives away valuable insights that inspire engagement

73. WATCHFUL: Vigilant and wide-awake to notice opportunities and pitfalls

72.VISIBLE: Is seen where the Customer is

71.COGNIZANT: Spots and senses to seize opportunities

70.PROACTIVE: Does painstaking homework to see through surprises

69.REAL: Sees challenges precisely for what they are

68.DEVELOPS : Sharpens the saw. Gets people to grow and live their potential

67.PERSONALISES : Recognises that managing people is a lot more than managing headcount

66.INITIATES : Does the right thing without being told and empowers people to do the same

65.EXPECTS: Stokes hunger in people to strive for more

64.LEARNS: Fosters continuous learning in self and team for sustained and enduring growth

63.DESIGNS: Inspires Project Team to Create that one Wow Purchase Experience

62.ANTICIPATES : It’s not about winning or losing but about seeing it before it comes

61.FAIR: Businesses employ people. Leaders enhance their employability

60.FRIENDLY: The one nice behaviour that works when it makes work happen

59.AWARE: Draws on awareness of Self, Team and Opportunities to deliver superior results

58.PRIMES: Creates the right contact climate before making the pitch

57.DIRECTS: Well chosen is half won

56.MODELS: Lives exemplary sales habits, creating learning moments that last

55.MATCHES: Picks a sales team that has people best suited to deliver on critical sales tasks

54.MENTORS - Enjoys sharing own stories and tools to help others succeed​

53.Pausing to say "Thank You!"​

52.OWNS: Gives credit for success and shoulders failure, inspiring people to do the same

51.APPRECIATES - Acknowledges the positives in all sales situations

50.GIVES - Immersed in serving value to Customers, without expectations

49.RELEVANT - Is fanatically Customer focused in every step of the sales journey

48.PREPARES: Thinks through the entire sales call before zooming into it

47.PREDICTS - Gets sales projections right even in difficult market conditions

46.SHREWD: Helps Customers make discerning choices through quick hard headed thinking

45.COLLABORATIVE - Leverages an internal network to sell more and better

44.PROSPECTS: Constantly looks for more new Customers to sell to

43.BOLD - Unfazed enough to overturn objections into opportunities for value creation

42.SYNERGISES: Steers buyer groups to find and leverage common ground

41.SUPPORTIVE: Works with people to build their competence

40.COMPETITIVE: Competes fiercely but never runs down competition

39.QUALIFIES: Cherry picks the best opportunities to work on

38.METICULOUS: Always plans and prepares for every little detail

37.EMPATHETIC: Goes beyond logic… makes Customers ‘feel’ the why to buy

36.CONVINCING: Makes well researched, targeted and compelling sales presentations

35.OUTSTANDING: Uses signature sales practices to continuously delight Customers

34.PLAYFUL: Brings a light hearted approach to create delightful purchase experiences

33.LISTENING: Makes the Customer feel heard beyond doubt

32.STRATEGIC: Presents the bigger picture

31.RELATABLE: Quick to gain Customer’s appreciation​

30.SUGGESTIVE: Deftly uncovers unarticulated needs to add value

29.FACTFUL: Data driven in farming and hunting

28.ASKS: Proposes with courage to seize opportunity​

27.NURTURING Grows relationships​

26.SELF-RELIANT: Carries own weight to make things happen​

25.PROUD: Convinced in the superiority of what one sells and who one represents​

24.SIMPLE - Stickler for the minimal and essential

23.CONNECTS: Builds rapport before talking business

22.ARTICULATE - Gets sales mails 'write'​

80. DECODES: Helps Customer identify precise 'need', going beyond what is articulated

54.MENTORS - Enjoys sharing own stories and tools to help others succeed

53.Pausing to say "Thank You!"

31.RELATABLE: Quick to gain Customer’s appreciation

28.ASKS: Proposes with courage to seize opportunity

27.NURTURING Grows relationships

26.SELF-RELIANT: Carries own weight to make things happen

25.PROUD: Convinced in the superiority of what one sells and who one represents

22.ARTICULATE - Gets sales mails 'write'