No matter what business you are in and what your goals are, becoming better at sales is essential to achieve what you are aiming for. I know it might not be your favorite topic, but I’m excited for you to hear from the expert I brought on to learn how to be better at selling virtually, which is the most common method of sales in today’s world.
Nitya Kirat has built, delivered, and coached sales and sales leadership development programs at companies including PIMCO, BlackRock, Allianz Global Investors, MetLife, Google, Causeway Capital, and Transamerica.
Nitya has worked in sales and consulting roles for the past 18 years. He was an award-winning salesperson at Schering-Plough and UBS prior to starting YOSD. Nitya’s sales strategies have also been influenced by his global perspectives, having lived and worked in several parts of the world including Singapore, India, Tanzania, and Belgium.
3:22 - Some people have the fortune of knowing exactly what they want to be at five years old. Others have the fortune of having to go through a journey to figure it out.
12:02 - There is no such thing as too much rapport. Let the relationship take its course. Intimacy in relationships is a part of trust.
19:49 - There’s nature vs. nurture to sales. There are definitely people who are built for making calls and getting rejected and being excited about the next call. If you’re the leader of a company, those are the types of people you want to vet in your interview process. Then there’s nurture: things like goal setting, time management, and call blocking.
27:57 - Identify three questions to ask a potential customer that will help build rapport before a sale.