Sell And Be Rich

Learn How to Become Abundant and Wealthy by Selling

Changarampatt Manoj

• Publisher: Changarampatt Manoj
• Year: 2018
• Print ISBN: 9781545643389
• eBook ISBN: 9781545643396
• Topic: Business
• Subtopic: Sales
• Index: Business

Every entrepreneur is also a salesman and working in sales means constantly learning and relearning how to be successful. You have control over your abundance, which can mean you either continue to gain and build your accomplishments, or you flounder in indecision and bad strategies. Whether you are a life-long salesperson, new to a career in sales, or own a business in need of a lift in sales, this guide will give you the "what-to-do" as well as the "how-to-do-it" of making your job work for you.

As a twenty-one-year-old newcomer to sales, author Changarampatt Manoj wished someone could hand him an all-inclusive handbook to making money through selling. After years finding the keys to success himself, he has compiled everything he knows into Sell and Be Rich. This guide will give you the fundamentals of successful practice:

Getting to the "Magic Moment"

Starting to sell

Handling influencers and supporters

Understanding turnover, credits, and margins

Creating targets

Building your Account plan

Identifying your soft skills

Each chapter includes assignments designed to reinforce the lesson and build true understanding. This is not simply a book of buzzwords, but a true workbook for you to start implementing right away. Sell and Be Rich has all of the tips, resources, and advice you need to find your own path to success.

You are born a Super Sales Man. If you are stuck in a myriad of sales processes and fear of the unknown, this book is for you.

Let us Sell and Be Rich.

18

An Account Plan for
Account Managers

For corporate sales teams, the process is very structured. We talked about account management in chapter 11. As a summary of that chapter, account management is an organizational necessity to build great sales results. A Super Salesperson working for a company prospecting for customers or increased sales in existing customers may need to build an account plan.

The account plan is the master document that you, the Super Salesperson, should build for your prospects and existing customers. This document is a guide, so modify yours according to your customers and brand.

In the beginning of my career, account plans were very basic, but over the years the sales processes have become more complex warranting me to build a comprehensive document. Whether you are prospecting or targeting to grow the sales in an existing customer base, the plan must be built and followed thoroughly.

I highly recommend the use of this comprehensive format narrated in this chapter. The plan is divided into ten sections. I indicate the plan’s key information in these sections. I have covered most of these elements in previous chapters, so I give little explanation. The following serves as a template that you can use to create your own plan.

Section 1: Customer Overview

Start your account plan with what you know about your customer, including the following:

• Business name
• Ownership and shareholding
• Business structure
• Website, blog, social media entities
• Number of retail outlets, offices, warehouses, and factories
• Number of people in the organization
• Type of organization, such as for-profit business,
  government, or NGO
• Business model—marketing, manufacturing, or services
• Product names
• Retail prices for sales-oriented company
• Annual turnover
• Current suppliers or vendors
• Potential competition
• Typical budget spent on buying products and services
• Any obvious gaps in the products and services they buy

Section 2: Relationship Matrix

This section of your account plan gives you a follow-up of the customer’s organization structure mentioned in chapter 14 about each organization member in your sales decision-making process. Answer the following questions in this section:

• Is it simple or complex?
• What is the customer’s organization chart?
• Who are the various players (decision maker, recommender, influencer, initiator, etc.)?
• Who is the supporter or sponsor? Give his or her name and position.
• Who are the relationship persons in your customer’s organization? How do you map them to your customer’s organization?
• What are the relationship-building activities? Typically, you, the Super Salesperson, can arrange a lunch with customers, a golf event, or other joint activities.

Section 3: Strategic Objectives

This section describes the strategic objectives that you’ll set for you and your company. Generally, the objectives provide a guideline for a two-to-three-year business plan for your account and how you intend to break down the numbers. The account plan must highlight the intended sales revenue from your customer on a year-to-year basis. Building strategic objectives for two or three years gives a committed roadmap for you to work on and achieve:

• Divide this subsection into month-by-month sales targets and yearly targets for existing customers to increase sales from A to B dollars. Clearly show the growth objective of this customer account.
• Enter the account and get the first sales for new customers. The objective here is clear that this customer is new and close to a first-time sale. Business development activities may be included in this to engage the customer, understand the opportunities, and pitch for the most suitable ones.
• Enter another division within the same company for existing customers. For existing customers, you can investigate whether the same product that you sold to them is useful to another department or division or not. This demonstrates an easy sales potential with the customer.
• Support the s...

Table of contents

• Preface
• Introduction
• Who Is a Super Salesperson?
• Forms of Commercial Transaction
• Determining Needs and Wants
• Sales Channels and New Age Channels
• Turnover, Credits, and Margins
• Starting to Sell
• Your Customers’ Magic Moment and Honeymoon
• The Retail Environment
• Retail Talk
• Challenges in Retail Store Businesses
• Sales versus Account Management
• Three Stages
• Solution Selling
• Influencers and Supporters
• Handling Objections
• Closure
• Customer Anger and After-Sales Support
• An Account Plan for Account Managers
• Goals and Targets for You and Your Business
• Team Motivation
• Strategy-Building Session
• The Secret to Success
• About the Author
• Epigraphs, Quotes from Authors and Status of Permissions
• Companies and Brand Names Used in This Book
• Keeping in Touch with the Author