How 20% of the Sales & Business Executives brings 90% of the Business

Seven most powerful questions which the most successful sales person and business development veterans have unlocked:

#What goes on a successful sales person mind?
We are what we think. Your thoughts become reality. If there is one thing which constantly goes on a charismatic sales person mind is the goals that he wants to achieve in his life. The physiological, emotional, psychological and financial goals that he set for him self. The more and more he thinks the clearer it becomes. The goal makes its own path and attracts the entity eventually.

#What does it take to become a flamboyant sales person?
Enthusiasm and curiosity is by far the single most factor in successful selling. In addition to that, be an effective listener. Great listeners are rare. The biggest worry that you can hear from a customer is that the sales man talks to much.

#How to build the trust?
Stay informed. Know your business and keep knowing your business. Be the subject matter expert and an authority in your domain.

#How to crack the biggest deals?
Secret is in identifying what your customers want and then help them to find out the best way to get it. Ask them how you can get them what they want. Stick with how you will help them to get what they want. Ask questions that no one has asked before. When you show a man what he wants, he will move heaven and hell to get it. 

#How to identify your real prospects?
Identifying your real prospects is like finding a needle in the haystack. With such a limited time and the entire world being your prospect, it becomes all the more important to refine the real customer.

The three important anchors to identify your prospect is to qualify, qualify and qualify. The power of "WHY" enables you qualify your customer and to identify the real reason why they want what they want. Find the key issue, the most vulnerable point and then stick to it.

#How to handle the objections?
Always remember 62% of the time the original objection is not the real reason at all. A man generally has two reasons for doing a thing- one that sounds good and, a real one.  Constantly focus on the persuasion while handling the objections. Having understood the most vulnerable point, take a constant closure by asking "why they want," "in addition to that," "how they want."

The uncomfortable discussions are about the pricing. Remember, when they talk about the pricing you talk about how they love "what they want". Appeal your questions and value propositions from a view point of your prospects and never with the view point about what you are pitching.

5 Personal Productivity Sauce Of The Century

The personal secret sauce that has been celebrated amongst the top notch 0.01% of highly successful people of the world

1. So much knowledge outside can't find time? Find the relevant podcast available in your field or a self help author podcast and download in your mobile phone. Traffic, traveling, waiting time will become a boon for you.

2. Sales is all about building relationships. Always give a neat time for doing homework about your prospect's industry highlights, political and sports buzz and their cultural values. Start making friends in your business.

3. Want to write a diary, blog or articles but can't find time? Start Tweeting. An effective way to build the timeline of thoughts which can later be converted into an article or blog.

4. On a daily basis, spend time with yourself in front of mirror to tell yourself how much you love yourself and why you do! Carnegie says that it is the fundamental of building quality relationship.

Case in point, I love myself because I am such a committed person that my colleagues, boss and family trust me for anything.

5. Always contribute. 2nd law of universe says that anything which does not contribute or stay rudimentary for longer time go kaput. Eg., appendix in our body, which is always non functional and thrown out of the body with famous appendix ops.

Always be contributing in your relationship with your wife, old friends, family, relatives, business partners, girl friend, parents.

Want to share any productivity hack thought? You know where to comment.

3 Tough Things For An Entrepreneur

As a cofounder and business development manager of technology based start up which builds one of most unique and radical B2B product in India, here is a quick peek of toughest corners:

Toughest Job: Finding and sustaining the valuable techie who has a good intelligent quotient and a great start up spirit.

Toughest Customer: The one who gives you time to understand the product, months to evaluate the offering, pay for pilot to believe the value, take an year to finalize decision, gives commitment to buy. Later, in the end, hesitatingly says that they are not ready to adopt the solution. Reason? Something that they knew from day one.

Toughest Employee: When market is validated, you have more than 3 paid pilot MOU and multiple demo requests but no ready to ship product.  You need to hire more techies to double down the speed. You hired one because he is an intelligent champ and you need him to meet your promises given to potential client ( in India customer and guests are considered as god). Now, unfortunately,  he has zero start up orientation and no sense of ownership. Why he joined? Time and circumstances brought him in a start up. Not by choice but destiny. Every day he feel sorry that he is not in big MNCs like his every other friends.

Miracle Mantra To Govern Things

There is only two ways with which we see the world. One, seeing things the way they are. Second, the way we think it should be.

When one see oneself in mirror, they are willing to see them self as a person who is one of the most trusted amongst their friends, loved amongst their family and respected amongst their colleagues. If this is the case in point, how can one achieve this? Let me take an example and attempt to explain. If there is a foreign mark on your face that you see in the same mirror, how would you get rid of it? No matter how hard you try to remove the mark from the mirror image or change the mirror set itself, it would be just worthless. You can be really positive, dedicated, patient and consistent while doing this, but if you are doing at the wrong place, it's just worth less.

Last 30 years of research and studies backs the fact that the day when one start working on oneself, they would start experiencing things the way they expect from the external world. We all need to work on ourselves to change the outlook. It is always inside out and never outside in.

Friends, if this resonates with you or you have something candid to say about it, your comments are most welcomed below.