I am not a sales guy, but here is why it matters?

Yes, true, I am not a sales guy so i don't need to sell...that's what you think?...then read, here is why it matters!.

Think about these situations....


1. To sell your idea to your boss, eventually you may get a bonus!
2. To sell your self (resume) to a potential employer
3. To sell your service or product to a new or existing client

and many more day-to-day job and life situations, hence some of the basics might help you to make a successful sale


1. A successful sale is to determine and quantify how a buyer could get benefit your idea/service, dollarize the benefit wherever possible

2. Determine how your sale increases buyer productivity, increase in productivity not only saves money but also reduces the development life cycle, which is a big selling mantra

3. Quantify a loss of not buying your product or service, plan a very calculated approach to prove your point, else it may be tough sale.

4. Make your sale pitch with 2-6 slide presentation. Hand-out can be provided to support the presentation with the details

5. At end of your sale pitch, ALWAYS ask for an oder. Many end sale without asking an order, you don' ask - you don't sell, always remember


more...keep watch my blog for more interesting topics


Cheers
Sameer Penakalapati
sameer.penakalapati@gmail.com

Why negotiation skills are so critical in personal and professional life? here is what you should know

Negotiation skills comes across every part of our life, negotiating with your kids, spouse, business, at work with your peers, your boss...you name it. But many fail to handle well, few points to know though this is a subject of its own to cover every situation.



1. Always go for 'win-win' negotiation, keeping everything neutral (emotions, egoism etc.)

2. Understand your fair interest and the interest of the person you are with negotiation

3. If you are a buyer and in negotiation with a seller on an offer/point of a discusion, always support with some benchmark or reference, it's easy for the negotiation

4. If both parties are not comfortable with the negotiation, take a time to come back later as it leaves both parties time to think

5. Avoid confrontation at any stage of negotiation

6. A good negotiation leaves a future merit for a business relationship, or even a good friedship

7. Keep your negotiation not more than half-an hour to an hour at a stretch, take a break, it gives some time to think through it before you reopen the discussion

8. Show your inerest to open for new ideas

9. Treat everyone involved in the negotiaton with great respect

10. Thank every one at the end of the negotiation, no matter if you made a deal or not

Are you midst of outsourcing your IT? or had a futile attempt? here uncover these facts

IT outsourcing is not new to the industry any more and it is matured than ever, but we still learn tragic stories and how companies go wrong with it so badly. I would like to offer few tips to uncover surprises which can save tons of money (few hundreds to millions of dollars)
1. Don't get into the trap of big/small outsourcing companies; look at their ability to deliver what you need.
2. The IT management (CIO/Directors/Managers) must communicate to their IT organization why and how outsourcing strategy is good for their company
3. Ask vendors about questions on attrition, skill development, hiring strategies, data protection, data privacy and many others may be unique to your business/industry.
4. Don't make your vendor selection factor alone based on low cost, but you should give equal importance on skills availability, expertise knowledge, responsiveness, flexibility, can-do attitude (be like your partner)
5. Do not sign-up for a big multi-year contract to start with, always try with low-risk, low-impact to business type projects typically a 3-6 months duration.
6. Setup a Vendor Management office to track the performance of the vendor(s) based on the Service Levels agreed in the contract. Make sure you also have a clause in the contract for penalty for not meeting service levels.
7. Always have minimum 2 outsourcing vendors to compete at your advantage in terms of price, quality, service, and to mitigate risk
8. When the relationship evolves with the vendor involving them in critical projects and support activities, keep your vendor management have an eye on vendor business (specifically their finances, key management changes, acquisitions etc.) to uncover surprises
and many more...if you need more information, write to me at sameer.penakalapati@google.com

Do you know what your customer is looking for?

Well, many people seems to have a trouble with it. My experience working with sales teams to senior management, many get excited to share what they are good but a little focus on what customer wants.

Here are some tips to avoid costly mistakes

1. Listen, Listen, Listen
2. Question to know their 3 most pain areas
3. Ask your customer, what needs to be done to make their job easier and more productive
4. Know your customer business, industry, and current challenges
5. Know your customer vision, and strategy
6. Align your product/service to their vision/strategy
7. Always dolarize the return on investment
8. Present case studies and references with ROI
9. Position yourself as an advisor not a salesperson
10. Show your willingness to help the customer

More will come......