Three Pre’s of product sales:

My childhood days, I used to see MR (Medical Representatives), at our family doctor clinic. They used to carry huge bag “it used to be mystery for me, why the hell those people come to my doctor when we need him most and would go ahead of my token number”. Still happens while visiting DOC for my Kids.

(Our unknown Robinhood) 😉  However the surprise was doc would give some of the medicine for free, “AA HA this made me realize, those MR are “Robinhood” distributing medicines for free through our DOC”. Robinhood would preach their product and make sure doc prescribe those as they need to make number and doc made sure we are safe and healthy.

What does it take to be sales person in any organization…… MBA? Bachelors of Sales and Marketing? “Hmm are you sure those are the criteria? Let me see if I am not wrong”. Those degree and certification are just a way to know how this world operates. They would not give you practical knowledge for the products or solutions that you join to organization be a sales person.

What more do you need?

3 Pre’s: Prepare – Preach – Predict!!!

Prepare – “No you do not prepare product 🙂”, prepare yourself to understand product and ingress its features, bright sides and unique terminology,

How: go through product details such as documents or search engines. “Best part” be friendly with technical team in your organization, who breath, eat, sleep, dream about those products. If you have ready presentation GREAT, if not prepare yourself based on the information and technical details from team.

Have your inner ability to be confident about the product you are planning to sell. “Most important; you may need to be bit technical and tactical….no no no not a master, no need”

Have list of information handy, information on how, where this product would give advantage to customer. Tentative costing of the product “yes you heard it right TENTATIVE” best references if any and finally your instinct.

Preach – I had already mentioned in my earlier blog Sales Pitch Part 2 & Part 3 (Once again, do not read your presentation as prepared try and create your own story around presentation. Take your customer through virtual world of your product operations)

Predict – Prediction is most important for any sales person and or product organization. “No you do not have to predict how are you or your organization going to perform in future”. You must predict outcome of Preach. Maybe you call it intuition “you know who are the best breed in this area, any gusses….no not boss, no not your manager, no not even your astrologer. Its your wife or girlfriend gottacha…..prove me wrong on this 😛”. Concluding last three and half minutes of your meeting or presentation and based on queries, question or gesture by customer; will give you moderate prediction, you will have to master this.. “Yes Master it the more you meet the more perfect the prediction”.

Wanted to make more interesting, but both my wife and kids are not around for inspiration hence could not 🙁 .

Positive and Negative electrodes along with earthing do complete a circuit: Any guesses what in business??? Coming soon……

Posted in D-Guide Tagged with: Instinct, Predict, Product Sell, productivity, Sales, Santosh Dave, Sdave

3 Productive Hours A Day

— 3 Productive Hours in a Day —

Hi all this is one of the best tagline I have always wanted to write about. I used to think whether Professional or Personal, “How many hours do I give to be productive?”.

My way of working till 3 years earlier:

I used to be a workaholic 12 to 18 hours a day and was a norm for me to be on work. While back at home used to think about work or with friends always poking into my phone for Emails, Messages, Instant reply to make sure I answer all queries.

I still remember one of my dearest friend/colleague used to scold me, “Why the hell you have to do this way, because of you I am deliberately looked down.” He is one of my best buddy till date, whether we worked long hours or just chatted for long hours those were the days I still miss – “miss those days’ buddy”.

At times, I used to work 48 to 56 hours around the clock, “Once I was referred as a ” Mr. 247″ by one of my Director,”. By the way, was appreciated as well as a dedicated long hour guy, give him anything he will do it. “ 😉 don’t tell my pops, sometimes I used to take those long hours working for late night parties”

Lately I have realized the way I was working for long hours did not only made me just a technical idiot as well lost precious personal moments. Lost creativity, thinking power, (“My wife would ask.. me whether would you leave this job or her, you know later was not possible at all ;( )”.

The thought of tagline came to me since last 4 years. I reviewed all my past professional and personal years, I realized that my productive hours were just 3 hours of the day, mostly those were earlier part of the day.

How does it work???

• When I start a day, I would check all my communications, that would help me to size my day’s routine. I would complete my assessment with 3 hours or my productive work.
• What would I do for rest 5 hours “As per Organization policies”?
• I would start digging into my old conversation, arrange my communication, interact with colleagues, take feedback from team on projects. Interact with vendors.
• Rest of the time would be spent with customers, less of official and more of personal. Exchange of thought process on newer areas. Major part would be travel “Holy Crap | this was one of my most tiresome and waste of time”

Rest of the time??? (Monkey Hours)

Hmm good question, “We are still talking about working time, I know what you are thinking, nothing like that 😉 .” Meet, greet, chit chat. Coffee “Without sugar – nothing sort of health conscious I like it like that way”.

Advice to everyone – [Salutary Warning: Please do not take it seriously 🙂 you are responsible for own action if any]

• Just 3 Hours give it to whatever you do for living, I am sure after 3 hours you would not be able to concentrate. “Example: You are too hungry craving for nice food that would fill in your appetite, when do you think your appetite is demised in just one byte rest of the bytes are just for filling your stomach”.
• 3 Hours of working are serious,; rest are just to fill in office hours, do not hobble or haggle for rest of the hours.
• 3 Hours thought process is like a mega computer calculations, the decisions you make within those hours are always productive, accurate and fruitful.
• 3 Hours of concentrated sales per day is more than enough for you to achieve your targets.
• 3 Hours per day could be distributed starting and end of the day, starting to intrigue for the day and end of the day for next day plan.
• 3 Hours schedule can be changed based on month on month or weekly basis. Based on your schedule or working environment.
• Excuse me my lady this does not apply to your shopping, no….no….no…way I am not in that list.

What next???

Early morning when you wake up, do not ever open your phone/laptop/desktop/mac no means no. Nothing for your professional dedication, “I know what it takes”, Start whatever you want to for your professional at your office or out of home. This also applies while you are on the way to your office or out of home. “I know you all smart ass 😀 ”

Think what you wish for when you reach office, “I am sure you would get at-least 5% of what you wish, [aah no no no no not that, what you thought, I know she is your colleague whether physical or virtual]”.

Risk your gut feeling within those 3 hours and make it happen. “Oh yea I have done that”. Process all your thoughts put it in line to your satisfaction, even if this means defining your task from to do list, hiring or firing (H & F are my favorite part of those 3 hours) and or hone your skills.

Let me know your thoughts….. Pssst listen don’t disclose this to my wife else she will start asking about my late night productivity 😉

Posted in D-Guide Tagged with: Office Hours, Productivety, Santosh Dave

Aware – Accept – Apply (AAA)

Aware – Accept – Apply !!!

Hello Friends and Foes ;), why did I address like this? Ummm Good question. The answer is because of the topic. The topic brings up all friend and foes together, whether you accept or not but this is vicious cycle that you would never want to be fall apart in between. But I am sure many of us never complete this cycle.

Why did I choose this Topic? Simple — I don’t know 🙂 , naaah I was just kidding. Actually since last one year I have been noticing this vicious cycle with or without any reason.

When I started my journey in IT world, I always used to hear from people that you should be aware of your surroundings. You should accept all those awareness as you don’t want to fall prey to your Foes. But you apply those stances only on our friends and not on Foes.

Did you notice I used all those words in on paragraph? The way they are linked to each other if you miss anyone or do not use either one then again you have to start from Aware.

Aware:
It’s a term that imparts information related to questions such as what, why, when, how.
“Have you ever heard from your grandparents, be aware if you do not listen, then boogie man will come and take you away”

As per today’s generation what do you say….. First You create Atmosphere, you identify what do others fear most. This age has completely surrounded us technologically.  Hence every foe becomes our friend and then takes your information or credentials away and your are lost.

Accept:
The answers to the questions in Aware create situation to accept the threats. We are very well informed about consequences in aware, you accept those consequences. Examples: “Don’t take it lightly”, Terms and conditions of any software (There is only 2 buttons Accept or Deny – Agree of Disagree). Did you ever read those agreement or terms & conditions?

Now Personal Example: When Someone I know getting in marriage world, they are aware but still accept and get married. “Done your life is hell”. I did the same I was aware, I accepted it and finally I have to apply everything sustain. “You culprit smiling on my situation”?

Technical Example: We are made aware to change password of all our online or offline access (We are made aware), we are explained reasons (Now we accept).

Oh no Wife again: I tell my wife do not pamper our kid too much (Aware), I give her reason will all possible reason [You don’t want to know those reasons, Sorry “You have to find your own 🙂 ] She accepts those consequences. Now comes the best part.

Apply:
Most of us do not apply: We never change password, we accept terms conditions and conditions but still neglect and do not apply. MY WIFE: She never listens to me so never apply.

The cycle is broken and now again start from Aware – Accept ?? Apply.

Cautious Summary:

Awareness: Always aware of each and every questions you come across.
Acceptance: only when you are through solutions, recommendations and be responsible.
Apply: Apply when you are confident you can take care.

Let me know your thoughts.

 

Posted in D-Guide Tagged with: AAA, Accept, Awareness, Santosh Dave

Insource VS Outsource

Insource VS Outsource:

Hello everyone, its been long time since I wrote something.

Thanks guys appreciate your comments. Its been an year “oops”, “wow cannot believe”. But I had slowed down in writing, multiple reasons.

Today I was outsourcing some of my project, hence the topic came up.

I used to talk to customers about the same subject. I used to have debate and in my knowledge the percentage that I came across were 40/60 respectively. Outsource is booming, there have been big empires being built on Outsourcing.

There are lot of organisation those who don’t understand the value of outsource whether its Top Management or Middle tier Management. “Personally!! it goes with Millennials, they won’t like to spend on outsourcing, they feel as a threat, loss of money, neatness, information etc.”

By the way same goes with my wife’, she does not want to spend on outsourcing house hold chores then BLAST on me. Question to me: What the hell did you for home, I (wife) do kid, food, cleaning, cooking and working (Ohhh). Answer from me: Why don’t we outsource some of our work. Now the best part: I play a part of pigs in Angry birds, getting Blast, Blast and Blast”

Insource: To have candidates insource, we outsource talent Hunt. Finally, overhead on organisation to maintain.

Outsource: To have candidate on board just identify JD and we are done with exact cost we need (Now it depends on what kind of candidate at what cost)

Example: If you can rent a car then why do you need to buy it out?

Renting (Outsourcing) covers everything, maintenance, replacement, Insurance etc. Whereas owning (Insourcing) You have to do it on your own and cannot change until you have cash in hand.

Insource: We cannot have multiple expertise in single candidate (or else you need a Super man)

Outsource: We can have a team or resources (expertise) (Avengers)

Let me tell you secret “My wife does not like either of those super heroes”. So who remains on the ground? That’s me 🙂 so she has to bear with me and do or get limited things done.

Insource: We need to make sure they are well trained and send them for training time to time.

Outsource: It’s the responsibility of outsourcing company to make sure they are updated else they would not survive in market with over heads on their own.

Another Secret: Have you ever seen face of your wife while you are paying for; Car cleaner, Tip to waiter, Donate to an unknown person you feel petty, or one of your friend she knows his attitude of repaying? If you haven’t please do look at her once (SSSSSecretly).

Guys don’t ask your wife this question, if you do so you are responsible to consequences.

Let me know how do you all interpret the subject.

 

 

Posted in D-Guide Tagged with: Insource, Organisation, Outsource, Santosh Dave, Team

Dave Guide: Sales Pitch (Talk) – Part 2 (Process)

Dave Guide: Sales Pitch (Talk) – Part 2 (Process)

Hi everyone, sorry got delayed in writing part 2, was too busy since last week. So where did I left do you all remember. “Yes you”, “As a sales or marketing representative what should we sell for organisation”. “Correct”. Ok as per my earlier blog “Dave Guide: Sales Pitch (Talk) – Part 1 (Product)”. You should concentrate on one product, this will be your stepping stone.

You need to remember one thing, unless you don’t create your own script no one is going to buy your stories to make  movie.

Step 1 (Loop 1)
How do you create a script?

Imagine you are looking forward to make one movie, now to make this movie what are the basic necessities. A good, fat and juicy story, “make sure you create story on one topic”. This is what any film maker buys.

Now you have to choose one product “Your characters” to create a story for example:

You are going to sell a server, network or security product. How will you make it juicy or lucrative for customer to buy either of those product. Pick either of the product and talk to customer, when you try to explain about the product make sure you are well aware what that product does and what are its USP “Unique Selling Point”. And most important “Pitch”, how do you represent:

Customer says he is interested in server, “now its your turn, the iron is in fire and hot enough to be hit on”. Speak about the brand that you want to sell, “whether customer likes it or not”. Try to feed customer the information that you know and customer does not.

“Please do not underestimate customer” they may know more then you know. Always remember one thing in this process very very important: Don’t keep your arms at rest while you are explaining a customer about technology always keep them in motion, specially finger on desk as a pointers, wave arms across your body (Not too loud please) representing yourself as product and make customer visualise you as a “script narrator”. Keep moving “Explaining”, don’t stop, look at their reaction, you may see customer wants to speak. Please make a note let them open up. Let them ask questions, let them feel they are part of your story.

Step 2 (Loop 2)
What else?

Now that you made your customer comfortable, while you were trying to explain about one product and you allowed customer to speak or ask a question. “Pay attention” he has asked you a question which is not related to the product which you explained. But he has asked you about the application or services that they are going to use on this servers. “Gotcha”, this is where you will start talking about the related service, such as the software that you are going to sell “By the way your company should be selling that software”. Don’t feel sad or disheartened if you don’t sell tell customer you can help then by looking for it “This is how you do is up sell”

Now coming back to application or service you will create another story “this is your side story which is like a flash back”, so now you are entering in another product.

So till step 2 you have created 2 needs for a customer. This is where you script to its semi final destination. “This is where villain takes advantage to pick the girl and run away :)”.

Step 3 (Loop 3)
Hero Time

“Hero Time”, you explained about products, now you try to get into their network. Like wise you try to get more information about their network. Use your gut feeling, such as how are they planning to use this server and application, within or from outside their organisation. Who are going to access this application and how are they going to give access.

There comes the part of security, “Hello are you awake, please remember your laundry list in earlier part”. This is how you manage your laundry list, not by saying what you do but by asking and creating loops (reading interesting script) for a customer.

“Hello, did you keep moving your fingers, arms and a cute smile while you are narrating”, don’t forget this part this is very important. Ok let me say you cant do that, ask for A4 size paper try to create some pictures for customer to understand what you envisage to explain.

By the way this is my way of doing presentation, “To tell you the truth, till date I never followed any corporate presentation, any brochures, any leaflets. I believe in pure action based communication, do you know when you go to circus till the time Joker does not arrive you are always on the edge of your seats. When you see joker you just jump up and down to express your feelings. You have to be joker while you are in front of customer.

Make sure you don’t sound boring while you narrate stories. In between try to give examples, the one like I use while I write my blogs.

Try it, its magic I love to do this. “Just for your information when my wife asks for something I just try to create bigger stories then then one I explain to customer. Just to keep her away from my pocket” Awwwww just kidding !!

Please don’t tell my wife else she will never believe in any of my stories 🙂

Have a happy selling

Will be back with my final part of this series.

To be Continued….

Posted in D-Guide Tagged with: Santosh Dave

Dave Guide: Sales Pitch (Talk) – Part 1 (Product)

Today (24th June 2015) is a wonderful day, I was doing what I am best at teaching my subordinate, “he is smart, he is active, by the way he is the only one till date who wants to know more then what I explained him” I hope he liked it !!. He came to me and asked “how many maximum memory are support in a server” let me tell you buddy, it depends buddy on the server models. No worries, you will learn more and more as much as you are on field. “All Sales guys this is for you all, please understand you were not born sales candidate, you cant sell anything and everything”. Example: I like driving cars “I have valid license” and can drive any car but it is not necessary that I will be able to drive all types of cars in the world. I like to go on for a long drive but not necessary that I know all the roads I wish to travel.

Being sales people what all things you wish:

• I need to make numbers.
• I should be able sell anything and everything my organisation gives me.
• I need incentive to be able to make more then my salary
• Company should recognise me as a best selu “Slang version of best sales guy”

Let me give you some my own sales secrets “I am not sure they may be worldwide known as well (I have not copied any information from anywhere this is my own version)”

Sales is a process and divided in multiple areas which involves product, people and process “3P’s”

Products:

Let me say your technology refers to the products or technology solutions that an organisation deals with.

People:

Audience that you meet to showcase you organisation capabilities and type of people (Customer) involved at customer site (CTO, CIO, CFO, CEO, IT MGR, IT ADMIN etc)…

Process:

The way you represent or showcase or conceptualise ideas to customers

Products:

Understand between product and solutions, if you want to sell only product then you have to have broad knowledge on that product. You should be able to relate that product with customer requirement and current infrastructure line items that will assist the customer for their IT needs. If you are selling solution, “wooow man the most difficult part” (Shhh My Secret: your company should as well know what solution they sell for you to go and sell).

You need to have sound knowledge about the solution “If you are not taught then you have to learn”, and try building solution in and around current and future technology.

You are the mean machine who should be able to identify what are the key areas of the solution that will benefit customer. If you take anything and everything to customer then its like a laundry list, which is not important for customer.

If you talk about anything and everything then customer will think your company does not differentiate between your competitors. This will be one of the most weakest link within your organisation. This will as well complicate your customer to what they wish to talk to you, what they would like to invest in.

Solutions:

Solutions do differentiate you (Your organisation) from others as you will try to identify areas that will benefit customer organisation. Solutions are combination of technologies that you can elevate your target customers. “Westerners (IT Matured), look for specialisation”, whether it solutions, products, or job. They would like to hire best of breed people or companies. They would like to know who is best at what. Solutions are always of wide variety they include components that would encompass connecting all your links to create one chain.

It takes hell lot of time for any new comer “Sales, Pre-sales or Techno sales”,to gell within organisation to understand those solution. Every solution company have their own way of solution designing. If you need to know all those solutions and present to customer be the first to ask your company what is best to start with “NO LAUNDRY LIST PLEASE”.

Solutions Companies:

I have seen companies who wish to visualise their organisation as a solution company but they are not best at managing their technical (experts) people. Organisation have to make sure they target particular solution “As a Ammunition” to their sales representative. Educate them how to present our own expertise in terms of solution “One at a time”.

• They need to be educated in terms (some) of the following:
• What to talk and what not to talk.
• How to present yourself
• How to represent your company
• How to interpret requirements and engage customer

Let me tell you my own story:

I was asked by one of my good customer to provide storage (Backup mis interpreted by customer) solution for their infrastructure upgrade solution. “Can you please elaborate  what is your exact requirement” I asked. “I want you to quote me the solution”, customer replied. “Sir the solution what you are asking is not meeting your requirement, can we meet”. “No” replied customer, then he shared what was other quote about and exact requirement for their server upgrade.

I was shocked that customer was looking, Rack mountable servers to be upgraded to Blade Technology. “We used to sell Backup to Disk solution which customer thought was a storage”.

This is where I was sure customer is confused and I need to talk to them. Once he has shared solution requirement. I asked him “Can we meet for just 15 minutes”. “Not Today, I am finalising  by day after tomorrow and if you cant then I will proceed with what I have, kindly share your quote”. I was wondering whole night, I was going through the solution that he has shared, I found some missing links within the solution by that night. Following morning I called customer “Can you please give me just 15 minutes, the solution which you are asking is not complete and I would like to meet with you” . Costumer thought for a while and agreed “You have only 15 minutes please hurry”, it took me 8 minutes to reach customer site. I was having only 9 minutes spare “ooops”.

As soon as I entered I took 3 minutes to make my customer comfortable, now I had only 6 minutes left. We started discussion the solution which he shared. I started to the point “I had only 6 minutes”. I converted those 6 minutes to 3 convincing hours customer to buy the solution which I planned for him. Finally he is my happy customer, I would like to thank my customer for giving me those 15 minutes and making me feel proud that. We as a company can deliver what we are at best.

Kaboom I was able to do a sales !!!

To Be Continued…..

Posted in D-Guide Tagged with: CEO, CTO, Sales, Santosh Dave, Solutions