After my learning period with Fortune Retreats, I joined With Gati Cargo Management Services.
There my task was to generate business from existing customers and also adding new Clients.
By the time I joined Gati,I took deliberate initiative to improve my communication skills.
I could say that there I was performing at average level.
I could not add much good clients even though I identified potential customers.
The biggest irony was that many of them were very friendly with me.I spent time with them talking about
my company,our services,etc etc
But I could not close the deal in many cases.
On rewinding the situations where I failed to close, I realised that I failed to understand the customer needs.
This made me to hit blind folded with out knowing where exactly to hit.
Learnings:
Effective communication is only a part of effective selling. There is a misconception that if a person speaks well, it means that he or she has good communication skills.But in reality, communication is both ways – speaking and listening.
You cannot sell, unless you understand what the customer needs.
Understanding comes only through listening.
In any sales cycle, you should ask a short question and keep listening.
Listening happens through both your eyes and ears because you keep observing what’s happening.
Listening is the most important skill in selling.
The key point is that you cannot sell unless you understand the customer and understanding comes only through questioning and listening.
There my task was to generate business from existing customers and also adding new Clients.
By the time I joined Gati,I took deliberate initiative to improve my communication skills.
I could say that there I was performing at average level.
I could not add much good clients even though I identified potential customers.
The biggest irony was that many of them were very friendly with me.I spent time with them talking about
my company,our services,etc etc
But I could not close the deal in many cases.
On rewinding the situations where I failed to close, I realised that I failed to understand the customer needs.
This made me to hit blind folded with out knowing where exactly to hit.
Learnings:
Effective communication is only a part of effective selling. There is a misconception that if a person speaks well, it means that he or she has good communication skills.But in reality, communication is both ways – speaking and listening.
The key point is that you cannot sell unless you understand the customer and understanding comes only through questioning and listening.
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