Not e E dit or’ s
A LEADER FOR OUR TIMES
Herjourneyasan Insights Success India’s
‘AspiranttoAchiever,’isaperfect exampleofdedication,resilience,and visionaryleadership:Asa National Sales Manager at Group of Companies in Dubai fora global credit card sales team,SeemaChaturvedicarvedouta pathforoneofthemostcompetitivefinance industries,indicatingtheprofoundsenseshehas abouttheglobalmarketsaswellasdriving substantialgrowththroughstrategicleadership.
Seemahashadnearlytwentyyears’careerinfinance, andshesetouttomakeadifferenceinherinitial workingyears.Assheprogressedinhercareer,she realizedtheimportanceofdoingnotonlythecorrect analysisoftheneedsoftheclientsbutalso developingastrongmeaningfulrelationship.She leadsoutofhercommitmenttoempoweringthe team,creatinginnovationbyfosteringacollaborative environmentwhereeachmemberisinspiredto exceedtheirpersonalexpectations.Shecreateda cultureinwhichdevelopmentandmentorshippush towardbothindividualandcollectivesuccess.
OneofSeema'sgreateststrengthshasbeenher agility.Inanenvironmentasvolatileasthefinancial landscape,wherethedynamicsofmarketsconstantly change,Seemahasbeenveryagile.Herabilityto stayaheadofthecurveofmarkettrendsandpredict shiftsintheindustryhasbeenthekeytowinninga competitiveadvantageforherteam.Adoptinga proactivestrategywithattentiveplanninghashelped
herstabilizegrowthamidsteconomicfluctuations; thus,shehaspositionedherteamatthefrontofthe industry.
Seema'sreachspreadsbeyondherimmediateteam. Asamentor,sheleansondevelopingtalentand helpingothersfindtheirownabilitiesratherthan recognizingthatthesuccessofateamisinthedirect resultofindividualgrowth.Shebelievesingender balanceandequalopportunities,speaksoutfor initiativesthatinspiremorewomentotakepositions intheleadershipinfinance,asectorstillgrowingto havetheirshareintheindustry.Hercareerisgrowing andservesasinspirationtomanyoftheyoung professionals.
Hersuccess,therefore,hasnotonlyearnedher respectfromnumerouspeoplebutalsoraisesanew benchmarkwithinherorganization.Seema Chaturvedi'sjourney,asanaspirant-turned-achiever, isacleartestimonyofhowdedication,adaptability, andvisioncantransformanylife.AsSeemastridesto furthersuccess,shebuildsalegacy:onethatinspires thenextgenerationofleadersintotheglobalfinancial sector
‘‘
A READER LIVES A THOUSAND LIVES BEFORE HE DIES . . . THE MAN WHO NEVER READS LIVES ONLY ONE.
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Seema Chaturvedi
for her exceptional leadership and tremendous contribution to the global business industry. ishonouredbyInsightsSuccessIndiaasan
Pooja M. Bansal Editor-in-Chief
A Dreamer’s Dazzling Tale
Seema Chaturvedi
How You Can Achieve Yours, Too!
The road wasn’t always smooth; I faced numerous personal and professional hurdles that tested my resolve.
National Sales Manager
Global Credit Card Sales
Team at Group of Companies
Seema Chaturvedi
Lifeisajourneywithmanyturnsandunexpected
adventures.Everypathcominguptoyoursight mustenticeyourheartandallureyourspirit;only thenwillyoufindawaytoreachyourdreams.Intheheart ofIndialiesMathura,asmalltownbrimmingwithvibrant cultureandrichtraditions.Itwasherethatmyjourney began,shapedbythewarmthofclose-knitcommunitiesand theechoesofancientstories.
MynameisSeemaChaturvedi.Letmetellyouastory. Mystory–a dreamer’s journey from an aspirant to an achiever Atjust18andahalf,Isteppedintoanewchapter oflifewhenIgotmarried—aleapthatmanymightseeas daunting,butforme,itwasthestartofabeautiful adventure.
TheTurningPoint
Shortlyaftermymarriage,Ifoundmyselfmovingtothe UAE,alandofopportunitiesanddreams.Thebustling citiesanddiversecultureswereastarkcontrasttothe serenestreetsofMathura,butIembracedthechangewith openarms.ItwasherethatIbeganmycareerasatelesales executive.Theworldofsaleswasnewtome,filledwith challengesandlessons,butIthrivedontheenergyofthe fast-pacedenvironment.
Eachdaybroughtitsownhurdles,frommastering communicationskillstobuildinglastingrelationshipswith clients.Ilearnedtheimportanceofresilienceand adaptability—qualitiesIhadneverfullyappreciateduntilI wasnavigatingthisnewlife.AsIconnectedwithpeople fromvariousbackgrounds,Irealizedthatdespiteour differences,therewasasharedhumanexperiencethat unitedusall.
DaringtoDealwithDynamicTimes
Overtime,Itransformedmyinitialapprehensionsinto confidence.Inotonlyexcelledinmyrolebutalsofound joyinhelpingothersachievetheirgoals.Thethrillof closingadealbecameatestamenttomygrowth,both personallyandprofessionally
ReflectingonmyjourneyfromMathuratotheUAE,Iseea tapestrywovenwiththreadsoftraditionandambition.Each experiencehasshapedwhoIamtoday—awomanwho cherishesherrootswhileforgingapathinavibrant, dynamicworld.Mystoryisareminderthatbeginningscan comeatanyage,andeverystepforwardisanopportunity forgrowthandconnection.Ambitionwasaseedplanted earlyinmylife.
GainingRecognition
Startingmycareerasatelesalesexecutive,Iwas determinedtomakemymark.Theroadwasn’talways smooth;Ifacednumerouspersonalandprofessionalhurdles thattestedmyresolve.Butwitheachchallenge,my ambitiononlygrewstronger.Ipouredmyenergyintomy work,learningtheintricaciesofsales,honingmyskills,and buildingrelationshipswithclientsfromdiverse backgrounds.
Astheyearspassed,myhardworkbegantopayoff.I climbedthecorporateladder,fueledbyarelentlessdesireto succeed.In2018,IwashonouredwiththeEmployeeofthe Yearaward—avalidationofthecountlesshoursIhad dedicatedtomycraft.Thatrecognitionignitedafirewithin me,propellingmetoaimevenhigher.
Shortly after my marriage, I found myself moving to the UAE, a land of opportunities and dreams.
AimingHigher
Today,at37,Iproudlyleadadynamicsalesteam.My journeyhasbeenmarkedbycontinuouspromotions,each oneasteppingstonethatbroughtnewresponsibilitiesand opportunitiesforgrowth.In2023,Iwasthrilledtoreceive theTeamLeaderoftheYearaward, a testament not just to my leadership but also to the collaborative spirit I’ve fostered within my team.
Eachachievementisnotjustapersonalvictory;it’sa reflectionofthestrengthandsupportI’vereceivedalong theway AsIcontinuethisjourney,Iremaincommittedto inspiringotherstochasetheirdreams,nomatterwherethey begin.
Lookingback,Iseeatapestryofresiliencewovenwith ambition,hardwork,andacommitmenttoexcellence.My journeyfromasmalltowntoleadingasuccessfulteamina vibrantcityisareminderthatwithdeterminationand perseverance,wecanturnchallengesintosteppingstones.
APassionIgnited
I'vealwaysbeenpassionateaboutinfluencingothersand drivingmeaningfulchange.Mymotivationcomesfromthe desiretomakeapositivedifference,whichledmetopursue leadershiproles.Istrivetoinspireandmotivatethose aroundmetoachievetheirbest,encouragingmyteamto stayengagedandcommittedtotheirgoals.
Inmyview,agoodleaderdoesn’tjustdelegatetasks;a goodleadergroomstheirteamtobecomefutureleaders. Thisbeliefunderscorestheimportanceofnurturingtalent withintheorganization.I’mdedicatedtobothpersonaland professionalgrowth,continuouslyseekingfeedback, reflectingonmyexperiences,andworkingtoimprovemy leadershipskills.
Myguidingphilosophyisstayingcuriousandcommittedto learning.Theworldisevolvingrapidly,andkeepingan openmindandthirstforknowledgehelpsmeadaptand innovate.Surroundingmyselfwithsupportivementors, collaborators,andpeersallowsmetogaininsightsand opportunitiesthatImightnotfindonmyown.
Byembracingchallengesandviewingsetbacksas opportunitiesforgrowth,I’vebeenabletounlockmy abilitytolearn,adapt,andsucceed.Ibelievethattrue successisn’tjustaboutpersonalachievements—it’salso aboutliftingothersasyourise.Supportingandempowering thosearoundmecreatesapositiveimpactandbuildsa lastinglegacy
ChannelingtheChange
Intoday'sever-changingbusinessenvironment,staying agileandinnovativeisessentialtomeetingclientneeds.I regularlygatherinsightsonindustrytrendsandclient preferencestoanticipatechangesandadjuststrategies proactively.Iencouragenewideaswithinmyteamand provideopportunitiesforbrainstorming,alwaysremaining opentounconventionalsolutions.
Tokeepupwithevolvingdemands,Igatherandanalyze clientfeedbackthroughsurveys,directconversations,and monitoringengagementmetrics.Thisapproachhelpsus makereal-timeadjustmentstoprojectsandstrategies.Ialso investinmyteam’sprofessionaldevelopmenttoensure they’reup-to-datewiththelatestindustrytrendsand knowledge,whichfostersinnovationwithinthecompany.
Cultivatingrelationshipswithindustryleaders,peers,and otherkeystakeholdersisalsovital.Networkingand collaborationopendoorstofreshideasandnew opportunities,contributingtoadeeperunderstandingofour industry
My journey has been marked by continuous promotions, each one a stepping stone that brought new responsibilities and opportunities for growth
Looking back, I see a tapestry of resilience woven with ambition, hard work, and a commitment to excellence
BuildingMyDreamTeam
Whenitcomestobuildingandmaintainingatopperformingsalesteaminahighlycompetitivemarket,I alwaysfocusonhiringtherightpeople.Iprioritize identifyingtheskills,experience,andtraitsthatarecrucial forsuccessinthesalesenvironment.Ilookforcandidates withaproventrackrecordofachievingsalestargets,along withresilienceandastrongworkethic.Weusea combinationofbehaviouralinterviews,skillsassessments, andreal-worldscenariostoevaluatecandidatesandensure theyalignwithourcompanycultureandvalues.
I’vedevelopedacomprehensivetrainingprogramto providestaffwithanintensiveonboardingexperience, coveringourproductsorservices,salestechniques,and companyprocesses.Thiscreatesastrongfoundationfor newhires.Ialsomakeitapointtoregularlyupdatemy teamonnewproducts,industrytrends,andadvancedsales strategies,encouragingcontinuouslearningalongtheway
Tomaintainorganizationandstreamlineprocesses,weuse aCustomerRelationshipManagement(CRM)systemto trackinteractions,manageleads,andanalyzeperformance, ensuringwestayontopofourgoals.
Assomeonewhohasoftenbeenrecognizedformy leadership,Ibelievethatempoweringteammembersby givingthemtheautonomytomakedecisionsandtrusting theirexpertisefostersasenseofownershipandencourages creativity.Iprioritizeopenandtransparentcommunication. Ialwaysvaluehearingmyteam'sideas,feedback,and concernsandworkonthemaccordingly.
Investinginmyteam'sgrowthisimportanttome.Iprovide opportunitiesforlearning,whetherthroughtraining programs,mentorship,orchallengingprojects.Sometimes, Ievensitdownwiththemforcasualconversationstogetto knowtheirpersonalgoals.Thishelpsmeunderstandwhat drivesthemonadeeperlevel.
Recognizingtheirhardworkandsuccessiskeyto maintainingmotivationandapositiveworkenvironment.I believeinrewardingtheireffortswithopportunitiesfor growth,whichkeepsthemomentumgoing.Embracing changeandencouragingmyteamtoadoptagrowth mindset,wheresetbacksareseenaslearningopportunities, drivescontinuousimprovementandensureswestayahead ofthecurve.
PersonalizationistheKey
Ibelievethatentrepreneurshipisaboutbringinginnovation andadvancementstoyourniche.Tobalancecustomer expectationsanduserexperience,Ithoroughlyinvestigate themarkettounderstandmycustomers'needsand preferences.Thisinvolvesstudyingcompetitors,keepingup withindustrytrends,andgatheringdirectfeedback.Iaimto tailorourproductsorservicestomeettheseexpectations, ensuringtheyarebothpracticalandattainable.
Iidentifyandarticulatedesiredoutcomesforcustomer satisfactionanduserexperience.Settingspecificgoalsand metricshelpsmetrackprogressandrefinemyapproach.By settingrealisticexpectationswithourcustomers,Ibuild trustandtransparency.
Creatingvalueforcustomersisessentialforabrand's reputation,profits,andlong-termsuccess.Providing valuablegoodsandservicesincreasescustomerconfidence andtrust.Satisfiedcustomersaremorelikelytobuyagain andsharepositiveexperiences.Learningwhatbenefitsour customersvaluehelpsusimproveourproducts,increase sales,andencourageloyalty.
ASuccessDrivenTogether
Oneofmycareerhighlightswastransformingmyformer departmentasNationalSalesManagerofaCreditCard SalesTeam.Theteamhadhighturnoverandskyrocketing costs.Iwaspromotedtoimprovesalesandrecruitment.I setambitiousgoalsand,withinsixmonths,doubledthe teamsizeandhirednewteamleaders.Ayearlater,we exceededourgoalsandbecameoneofthehighestrevenuegeneratingteamswithintheorganization.
Fosteringacultureofgrowth,skilldevelopment,and empowermentiscrucialforanyorganization'ssuccess.I promotecontinuouslearningthroughtrainingsessions, workshops,andcoursesrelevanttoemployees'rolesand careeraspirations.Iencouragecareerdevelopmentby helpingtheteamunderstandpotentialpathsandproviding guidance.Pairingemployeeswithmentorsoffersadvice, support,andknowledgesharing.Iencourageemployeesto takeonnewchallengesandstepoutoftheircomfortzones. Recognizingandrewardingefforts,eveniftheoutcomes aren'talwaysperfect,helpsmaintainmotivationanda positiveworkenvironment.Leadersshouldbe approachableandactivelyinvolvedinsupportingtheir teams.Implementingrewardsystemsthatalignwith companyvaluesencouragesdesiredbehavioursand outcomes.
Byfocusingonthesestrategies,I'vebeenabletocreatea successfulandthrivingteamthatconsistentlyexceeds expectations.
ChallengingtheChallenges
AsaleaderinDubai'scorporatesector,I'vefacednumerous challenges.Thereweretimeswhensalesnumbersdropped drastically,andIhadtomanagethesituationwithout puttingadditionalpressureonmyteam.Myroleinvolves
As the years passed, my hard work began to pay off I climbed the corporate ladder, fueled by a relentless desire to succeed.
overseeingteammembersandmanagingvariouswork projectsandtasks.Thesedailyresponsibilitiescanbe overwhelmingandcreatepressure,especiallywhendealing withprojectswithstrictrequirementsanddeadlines.
Toalleviatepressure,Idelegatetasksandbreakprojects intosmallersegments.Ialsofindthatexercise,yoga,and otherrelaxingactivitieshelpreducepersonalstress.Having uncomfortableconversationswithemployees,suchas layoffsordiscussingcompanystruggles,canbe challenging.Iemphasizetheimportanceofkeepingmy teammotivatedandengaged,believingthatwhenthey believeinthevaluetheyprovide,they'llbemoreengaged withtheirwork.
Maintainingthismotivationisacriticalaspectofmy leadershipstyle.Iunderstandthatagoodleadernotonly distributestasksbutalsotrainsandgroomstheirteamto becomefutureleaders.Effectiveleadersarecommittedto personalandprofessionalgrowth,seekingfeedback, reflectingontheirexperiences,andstrivingtoimprovetheir leadershipskills.
Thepost-pandemicerahasreshapedindustriesglobally prepareforpotentialrisks,I'vecreatedcontingencyplans thataddresshealthcrises,economicdownturns, technologicaldisruptions,andgeopoliticalevents.I've investedindigitaltoolstoenhanceoperationalefficiency andresilience.I'vealsodevelopedacommunicationplan forinternalandexternalcommunicationsduringacrisis. I'veimplementedhealthandsafetyprotocolstoprotect employeesandreducetheriskofdisruption.I've encouragedaculturewhereemployeesareengagedand preparedtorespondproactivelytochallenges.
As I connected with people from various backgrounds, I realized that despite our differences, there was a shared human experience that united us all.
ExpandingtheWingsofWisdom
Businessesplayavitalroleinenhancingglobalefficiency andcontributingtotheeconomy.Myadvicetoaspiring entrepreneurs,especiallywomen,istoclearlyarticulate whattheywanttoachieve.Astrongsenseofpurposehelps youstaymotivatedandfocused,especiallyduringtough times.Breakdownyourvisionintoactionablegoalsand milestonestomakeyourjourneymoremanageable.
Findexperiencedmentorswhocanofferguidance,support, andvaluableinsights.Connectwithotherentrepreneurs, industryprofessionals,andpotentialcustomerstoexpand yournetworkandopportunities.Stayup-to-datewith industrytrends,emergingtechnologies,andbestpractices. Continuouslearningwillhelpyouadaptandstay competitive.Establishclearboundariesbetweenworkand personallifetoavoidburnout.Maketimeforself-careand activitiesthatrejuvenateyou.
IenvisionmakingasignificantimpactonDubai'sbusiness landscapebyprovidingguidanceandresourcesfor entrepreneurs.Iwanttoofferadviceonbusinessstrategy, markettrends,andtechnologyadoption.Iaimtoprovide personalizedrecommendationsandinsightsbasedon individualneedsandpreferences,enhancingbothpersonal andprofessionaloutcomes.
Iplantocontributetothoughtleadershipbysharing insights,research,andtrendsthatshapethefutureof variousindustriesanddomains.I'llpromotecollaborative learningandknowledgeexchangeamongexperts, practitioners,andlearnerstodrivecollectiveintelligence andinnovation.I'llactivelyseekandintegrateuser feedbacktorefineandenhancemyservices,ensuringthey meetevolvingneedsandexpectations.
5 Hacks to Attract and Convert Your Customers
ow,intoday'sfast-movingworld,attractingand Nconvertingcustomershasbecomemorecomplex thantheconventionalwayofmarketing.Asmallor bigenterprisecanmakeitswaytothetopthrough innovativeandeffectivetactics.Herearefivepowerful hacksthatwillhelpyouattractandconvertyourcustomers effectively.
1. UnlockthePotentialofPersonalization
Creatingandpublishingcustomisedandtailoredcontentfor yourcustomerscanbeconsideredasthebestwayto impressthem.Becauseeveryonelovesattention;everyone lovespersonalisedtouch!Inthisscene,companiesthat providetailoredservicesalongwithgreatadvice,arenever goingtoperish.
How to Implement It:Youmightusecustomerdatato divideyouraudienceintodemographics,behaviour,or purchasehistory Targetspecificproductstosend personalizedemailswithoffersordiscounts.Also,youcan showcontentorspecificproductsonyourwebsite dependingonthepreference,location,orpastbehaviourof theuser Thisattentiontoindividualneedsmakesyour customersfeelappreciatedandunderstoodandismore likelytoconvert.
1.
2. AnIrresistibleOffer
Offeringsomethingtheycannotresistisprobablythebest conversiontechniqueamongallothers.Itcouldbeinterms ofatime-limiteddiscount,havingafreetrial,orevenan exclusiveproductbundle;therightofferdoesmakehesitant customersstepforward.
How to Do It:Offerincentivessuchas‘first-timebuyer’ discounts,freeshipping,orbuy-one-get-one-freedeals.But youcanalsogivearisk-freetrialoramoney-back guaranteethatgivesthepotentialconsumerpeaceofmind regardingtheperceivedriskofapurchase.Makesurethat whateverdealyouareofferingisclearandvisibleonyour siteandsocialmediatoconvertthetargetmarket.
3. SocialProoftoBuildTrust
Oneofthegreatestpsychologicaltriggerstobuyissocial proof.Themorepeoplewhohaveboughtyourproductor serviceandarespeakingaboutit,thenthemorepeoplewill believeinyourproductorservice.Youcanestablish credibilitybyshowingpeoplerealsuccessstories, testimonials,oruser-generatedcontent.
How to Do It:Includecustomerreviews,ratings,and testimonialsonyourproductpages.Complementcase studiesorsuccessstorieswithhowyourproductorservice haspositivelyimpactedothers.Adduser-generatedcontent onsocialmediaplatformsandlookforopportunitiesto collaboratewithinfluencersorindustryinfluencersto promoteyourbrand.Lessscepticismexists,coupledwith addedconfidenceinyouroffering,wheresocialproofis present.
4. SimplifythePurchaseProcess
Acomplicatedorlengthyprocessofpurchasecanscarethe targetcustomeraway Theeasierandmorehassle-freea customergoesthroughhispurchasingprocess,thebiggeris thechanceforconversion.Frictionatanystageintheform ofcomplicatedformsorunclearstepsatthecheckoutcan resultincartabandonmentandlostsales.
Implementation Example:Easilysimplifyyourwebsite's UXsothatnavigationseemsintuitiveaswellasthe checkouttobestraightforward.Makeoptionsavailableto payusingcreditcards,PayPal,andmobilewallets.Provide thesystemwithafacilitygivingreturningcustomersaccess toauto-fill,andensurethattheentireprocessismobilefriendly.Itwillkeepconsumersengaged,andaclean,
efficient,aswellassecurepurchasingflowwillprevent droppingoff.
5. RetargetPotentialCustomersthroughAds
Noteveryvisitortoyoursitewillconvertonhisorherfirst visit,butitdoesn'tmeantheopportunityislosteither Retargetingadswillhelprebringpotentialcustomersto yoursiteandmakethemcompletetheirpurchase. Retargetingisespeciallydirectedtouserswhohavebeen interestedinyourproductsorservicesbuthavenotyet madeanycommitment.
How to Use It -RunretargetingcampaignsinGoogleAdsor FacebookAds.Theseadswillappearinfrontofuserswho havevisitedyourwebsiteoralreadyinteractedwithyour brand.Makesuretheadremindsthemofacompelling reasontoreturn,liketheycangetalimited-timediscountor remindedofthevalue-addedtothemwiththeproduct. Retargetingkeepsyourbrandonthecustomers'mindsand thusincreasesthechancesofconversion.
TheFinalWord
Toattractcustomersandconvertthem,youshouldcombine understandingtheirneeds,offeringvaluableexperiences, andsettingupyourmarketingstrategiesinsuchawayasto optimizethem.Thebestwaytoincreasethechancesof attractingcustomersandconvertingthemintoloyalbuyers isbybeingpersonalinyouroffers,providingirresistible incentives,usingsocialproof,simplifyingthepurchasing process,andusingretargetingads.Thatiswhymakinglight ofthesituationandadaptingtothisfast-paceddigitalworld usingsuchhackswillsetyouonacompetitiveedgethat propelsyourbusinessforward.
Easiest Tactics Negotiations
in Sales for Month-end
Month-endisnotoriouslytoughonsalesfacesthe
squeezebysalesteamstryingtomeet establishedtargets;clientstryholdingoutfor discounts,andpressureisonthesalesfromallsides.The lastfewdaysofeachmontharealwayscharacterizedbya senseofurgencyandintensityandmakeclosingsales particularlytough.However,withappropriatestrategies, salesprofessionalscanalwaysnegotiatemonth-enddeals whilekeepingprofitabilityandsanityintact.
Planaheadandstayproactive:
Preparatoryworkreducesmonth-endpressure.Successful month-endnegotiationsbeginweeksaheadoftime. Checkinginwithprospectsroutinelyandexaminingthe salespipelinewillminimizesurprisesbymonth-end. Preparingleadswellinadvanceofmonth'sendensures clientsareabreastoftheproductsandservices,eliminating unnecessaryinformationgapsattheeleventhhour.
Theothersideofbeingproactiveistodivideclientsby closuredate.Intheearlystagesofthemonth,prioritizethe leadsclosesttoclosing,andreserveanylastminute businessfortrulyneworunexpectedleads.Awellorganizedpipelinewillkeepanysalesteamonpace, meetingmonth-endgoalswithoutrelyingtooheavilyon heavy,high-pressurenegotiations.
Scarcityandurgencywisely:
Scarcityanddeadlinesmotivate.Clientshangingatthe edgeofsaleclosewithlimited-timedealsnearingtheendof
themonth,forexample.Noamountofpressureselling, though,coulddomoreharmthanbeaspainfulasitis tiresome,sosalesexpertsusetactinapplyingthisstrategypeopleoftenrespondtoagoodbundleonacompelling offerinpreferencetoslashingpricesbuthelpingtheclient seethevalueattakingitsoonerratherlater.
Forinstance,asalesteamcanportrayoffersasexclusive bundlesratherthanlast-minutediscounts.Inthisway,a salesprofessionalcanmaketheclientsfeeltheyaregetting somethingmorethanjustrushingtomakeadealbygiving importancetotheaddedvalueprovided,whichmayinclude servicesoralongerwarranty.
Flexiblepaymentterms:
Atmonth-end,prospectsaresometimesreluctanttoclose becauseofbudgetconstraintsorthetimingofother payments.Flexiblepaymenttermscaneasetheimmediate burdenontheclient,makingiteasierforhimtosayyes. Optionsincludedelayedbilling,installmentpayments,or evenasmallinitialdeposit.Thiscanoftencrosscost objections,especiallywithlargersales.
Forexample,iftheclientcomplainsofbudget,youcan offerpaymentinparts,withacertainbalancethatistobe clearedafteragivenperiod.Thisway,youshowempathy butalsoeliminateamajorbarrierthatwouldotherwise hindertheconsummationofthesale.It'simportanttostate thepaymentplanclearlyandbeinmutualunderstanding withbothpartiesinordernottobecomeaproblemlateron.
Usedata-driveninsightstobuildconfidence:
Thesalespersoncanbemorethanconfidentwhenarmed withfactsanddataregardingthepastsuccessfulproposals, thecustomer'spurchasingbehaviors,andcompetitor marketplacecomparisons.Equippedwithsuchinformation, salespeoplecanclearlyexplaintoclients,withoutmuch hesitation,howanofferfitsandstandsoutagainsttheir needs.Evenwhenaclientishesitantoverpriceorfeaturerelatedconcerns,datacanoftenprovidereasonsthatare muchmorecredibleandtakeawayskepticism.
Data-driveninsightscanfurtherhelptodriveinaclient's buyingdecisionbeforethemonthisover.Notinghowother clientshavebenefitedfromagivenproductorservice, salespeoplecancreateacomfortzonefortheprospects,and thus,buyerhesitanceatsuchacriticaljunctureis diminished.
Negotiatewisely,notdesperately:
Theendofthemonthisnotatimethatsalespeopleshould giveintoeveryclient'sdemand.Negotiationsintotheend ofthemonthcanbecomesodesperatethattheyleadto spur-of-the-momentdecisionsthatdecreaseprofitabilityand thuslowertheperceivedvalueoftheproduct.Sales professionalsneedtobalancetheirdesiretonegotiatewhile stillunderstandingclearlytheirbottomline.
Onesmarttacticistocenterthesaleon"win-win" situationsratherthanrock-bottompricing.Ratherthan knockingoffmoney,youcouldoffercomplementary productsorservicesthattheclientreallywants.Thatway, you'resavingtheintegrityofthedealbutfulfillingboth theirneedsandexpectations.Furthermore,thesales professionalneedstobemorethancapableofstatingwhat setsauniquevalueinhisproduct,whichheshouldnot compromiseandloweritspricefor
Positiveandconfidentattitude:
Itisnormaltobestressedattheendofeverymonth,butthe attitudeshouldnotbethatway Aclientmayfeelurgency andunease;thiscanpushhimorherharderonnegotiations. Developingacalmandconfidentattitudecandenotecontrol andprofessionalismbymakingiteasiertonegotiateand handledifficultdiscussions.Clientsfeelvaluedand respectedwhentherapportbuildingaspectisonthemind ofthesalesprofessional,andnegotiationsgomore smoothly
Keepingacheerfulmindsetalsomakessales representativesflexibleinalwaysfindingmethodstoclose dealswithoutcompromisingtheirprofitmargin.Being positivemeansbeingpatient,whichactuallyallowsthe handlingofclienthesitationsandobjectionsinathoughtful manner.
Month-end negotiations are always difficult, but the right tactics make it possible to achieve both the short-term targets and long-term relationship growth. This would ensure proper planning, usage of urgency in an effective manner, flexible payment terms, using data-driven insights for decision-making, effective negotiation, positivity, and then serious follow-up for salesmen who would face the month-end with confidence. When approached thoughtfully, these tactics allow sales teams to realize their own goals without offending their clients, thereby turning what should be a high-stress period into an opportunity for success
Setting goals is the first step in turning the invisible into the visible.
- Tony Robbins