Hear from Amit Agarwal, Author of 'The Ultimate Sales Accelerator'
I have come across a lot of books on sales that intellectualize frameworks to a level where it becomes too dense for the reader. Yet another thing is that many of these books are also specific to an industry, a business, a specific sales process or a product. Specific sales skills in one role may not necessarily translate to other sales roles with different sales cycles and different products and services. But then there are things that do translate and can be taken anywhere, and that is what your book focuses on
Amit Agarwal
@amit_itbhu98 · 1:55
Now, if you look what is common between these three examples? Everything is about establishing two things. One is making a connection with the other person and the other is influencing the other person to make a decision. Thus, we all are in sales because we are selling either a product or a service or an idea. So in the book I actually came across 42 such experiences in business and life
Thank you for those insights. Ahmed. In your book, you talk about how everyone is, in fact selling some idea or the other. The act of selling is not just limited to a professional life. Selling is a part of our everyday interactions. The only difference being, not all of these acts involve an actual sale or an exchange of money
Amit Agarwal
@amit_itbhu98 · 2:45
He said no. I then asked, can you personalize the experience of your existing customers on your website? And then he basically got very angry. He said, I just told you that I can't even identify the existing customers on my website. If I can't identify, how can I personalize? Then there was silence and we got the deal after a few months. The point is on communication. One aspect of communication is connecting with people. And questions help us connect with people
Thank you so much for that. There was this question that I've been meaning to ask you right from the beginning. In the graduate jobs market, sales roles are often still seen as scary, undesirable, or even beneath graduates. Many young people still shy away from great opportunities to get their foot in the door at dynamic companies just because they see the word sales in the job description. Many still believe that selling implies pressurizing, manipulating, misleading, et cetera
Amit Agarwal
@amit_itbhu98 · 4:08
It creates four things the number one it creates joy. Whenever a purchase order comes, sales happens. What happens? Everybody feel happy. Number two it creates customer value. A good sales owners creates tangible metrics for its customer before the sale and also measure it after the sale livelihood. We talked about the livelihood part where whatever revenue the sales owners are bringing in that is actually used to pay salary of people. So sales owners should believe that their work is impacting people's livelihood
Thank you for the insight from it. I think I will leave you with one final question. Is it true what they say? That the days of mass marketing are indeed over? Is it all about personalization now and coming up with an experience or an environment or a service or a product that people can't just help talking about and then consistently delivering on that? This is something you have mentioned in your book too
Amit Agarwal
@amit_itbhu98 · 2:47
So it also addresses your point of two to 3 km. Notice what he did. We bought this bicycle. But he was actually focusing on unique buying point which is in business context, the key term which the book talks about. On personalization, we have heard about unique selling point which is about organizations saying what they think is good that they need to transition from unique selling point to unique buying point which is about what the customer need, which is about personalization
Thank you, Ahmed, for all the wonderful insights you've shared around sales and marketing and for taking us along your journey of writing the book The Ultimate Sales Accelerator. I shall go ahead and share the link to your book for our listeners to check out. I thank you again for your time, and I hope to have you back on Swell for many more interesting conversations around your work
gungun bansal
@gungunbansal_ · 0:31
Hello Mitsor. I really hope you're doing great. Thank you so much for sharing this and coming the dash on this. Well, we are really glad to have you on the board with us. I just want to know like what encourages you to write this book, what's your motive and what's your point of view regarding the book? What you are expecting from the audience or the readers from the book? Can you explain us a bit? We'll be glad to listen from you
Amit Agarwal
@amit_itbhu98 · 1:12
Thanksgiving for your questions. So, first question what encouraged me to write the book? So since I've benefited greatly from use case selling, the strategy and build in the book, I wanted to share use case selling with a larger community. And a book offered a great opportunity to share my learnings and benefit the community in use case selling. What is my motive? Typically, sales is perceived to be a profession