Ashishtandon's Blog_The traveling Salesman

Hi readers,

This blog is for those of us who have been engaged in retail management roles during our careers.

Its a dog eat dog world out there in modern retail. You are up against competitors who are vying for the best shelf space at the retailers end.

There are a thousand brands in your category and its a real fight out there!

So what do you do to get your product and brand out there at the best “sweet spots” , where the chances of your customer to get to see your brand, and then decide to pick your brand over your competitors, are high.

Well ..it takes a bit more than schmoozing with the floor manager and the shop manager to get your brand right where you want it…it does take a fair amount of solution selling skills, and here’s how you could win.

METHOD #1: Show the manager how to…

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Ashishtandon's Blog_The traveling Salesman

Hi Readers,

During my roles in solutions sales B2B businesses, I was often asked by my team members about my mantra for success.

My answer , based on my analysis, was the following- make 3 critical changes in the way you engage with your clients, internalise these changes, and you will have been served well .

These 3 changes that I mention are-

  • CHANGE #1: Describe what you’re selling as a “verb” rather than a “noun.” For example, suppose you’re selling for an industrial glue manufacturer. If you think that your job is to sell “glue” (a noun), you’ll talk to the customer about product features.  If you think your job is to sell “gluing” (a verb), you will tend to uncover your customer’s gluing needs.  Then you can show your offering can fulfill that need.

Another example that I can give here is when I was selling packaging solutions-…

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Ashishtandon's Blog_The traveling Salesman

Hi Readers,

New of impending fiscal cliff in the US, continued bad numbers from the Eurozone, Worst GDP numbers from India in a decade do not make our work in sales any easier than yesterday.

Selling is hard work, but it’s even more difficult when the sales team starts exhibiting dysfunctional behavior in the face of serious challenges from the economy, clients and competition!

In times of crises like this, Sales reps and sales teams exhibit behavior that I jocularly refer to as “sins”! And I am giving away advice free to those who care to read and listen on how to cope with this bad behavior!!

  1. OVERCONFIDENCE. When everyone wants to make big numbers, there’s a tendency to sell too much, too quickly.Solution: Before closing, always make certain that the customer really needs your offering and that your firm has the resources to deliver promptly. Key take away

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Ashishtandon's Blog_The traveling Salesman

This goes out to all thinking men and women, those who are citizens of democracies, and also those who live in authoritarian regimes….this goes out to believers and atheistic alike….BUT most important it goes out to all those who are aware of basic human rights , its definition and the accountability of   people who are the helm of affairs, who are expected to protect and abide by the tenets of basic human rights.

I would like to begin with a little preamble – ever since I was little; must have been about 7 when my father, a senior Major in the Indian Army, introduced me to reading the newspaper on a regular basis. Since I had recently discovered the joys of reading at school, reading about interesting events , other than prose from William Shakespeare and poems by Robert Frost, was very welcome.

What has singularly stuck in my mind, through all those years of…

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The Art Blog by WOVENSOULS.COM

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My school teachers and my school text books always told me that India had been ruled by the British.

But through my travel and the books that I have stumbled upon and read, reveal that nearly half of present-day India – the regions marked in yellow in the map above – was never ruled by the British.  These states did not come ever come under the British rule.

Why then, was this not highlighted by the textbooks of primary school and secondary school history – a subject that was compulsory for 10 years of my basic schooling?

I first became aware of this fact only when my guide in Ladakh mentioned in passing, the fact that Ladakh was never under the Raj. And for a while I thought that this was an exception that applied only to Ladakh.  But now I see that this ‘exception’ applies to roughly half of…

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