Can you sell ice to the eskimo?

Rant 1# Aptitude vs Attitude vs knowledge

Having conviction in what you sell often pays off:) (actually its imperative...you cant convince anyone of anything unless you yourself believe in it..with all your heart, soul and mind). Product knowledge is a must. You need not know the product DNA but if you know 'what' it delivers and 'how', that should suffice.

Rant 2 # Mindset game

The battle is on the 6 inch mindspace. The clients will always look at the 'price', while you need to make them see 'value'. Easier said than done...being precise often helps. Dont be a storyteller...clients can have more to tell...'delivering' what was promised often helps :) sounds basic, but do we really do it?:)

Rant 3# Ownership

Client is not 'yours'. There has to be a 'joint ownership'. The product, the servicing, the operations, the billings everyone needs to 'own' the client. You cant deliver 'magic' at all touchpoints. But you need to deliver 'magic' at 'all touchpoints'...bottomline: everyone needs to take the ownership and ensure that the client is 'ecstatic'

Rant 4# Relationship vs bottomline

'Drive bottomline, dont get driven by it. Get driven by relationships, dont drive it'

Rant 5# Can you?

You cant be 'Bradman' and 'Warne' at the same time. Think through carefully...only you know yourself the best. Jump into sales ONLY if you have the 'passion' for it. Needless to say, there should be a fair flair for selling. The job will bring along immense pressures of managing and growing bottomline and topline. Clients shoving up...and screaming down...
The best way is to imagine all the negatives of the job, just before you tuck yourself in bed; and envision yourself going through it day in and day out. If you wake up next morning feeling fresh than ever...well go for it!