Many years ago, Gandhi talked about the importance of strengthening the Indian economy at the grassroots level to ensure a holistic industrial, agrarian, and financial growth. While the foresight and wisdom in this statement may not have been visible at the time, a look into the Tier 2 and Tier 3 cities of India – especially in a post-demonetization India – reveals how essential it is to focus on this strengthening.

Tier 2 and Tier 3 cities are where most Indian MSME’s (Micro, Small, and Medium Enterprises) are set up, ranging from local manufacturers and traders of garments, kirana items etc. to small-scale service providers like salons, eateries etc These 50 million+ MSMEs are thriving, dynamic members of the Indian economy today. And thus by all rights, they should receive institutional support in order to facilitate growth and increase capacities for output.

A sense of urgency and creating momentum are critical to the success of any sales organization. I like to suggest to my clients that asking the sales teams, "What can you do today to create an order?" should be their daily mantra. Many sales teams wait for situations to occur to eventually close an order, while great sales teams create situations that cause orders to occur. Sometimes these may be chaos, a well-planned series of events, others are developed with the skill of a brain surgeon during discovery and others are just plain salesmanship.

A good friend of mine likes to use these questions with his clients:

  • Are your prospects listening to you?
  • Do they trust you?
  • Do they like you?
  • Are you making them feel important?
  • What is the impact you will have on their business?

Making sales happen requires that you can answer these questions correctly; these critical issues are missing in many sales management one-on-one sales opportunity discussions. High-performance salespeople are creative and are constantly re-thinking their sales strategies and competitive re-positioning: "Have you touched all the bases?", "Are you challenging the strategy of your thinking?", "Are you thinking about what else can I do to win this sales opportunity=ALL the TIME?", and "Who else can I talk with or bring into this opportunity?"

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