It’s crucial to any business, but most marketers and business owners actively hate sales. They’re so awkward and embarrassed around making a sale or closing a deal that they’d rather stay in their comfort zone than change their sales approach, even when it’s just not working. On this episode, we’re chatting to Niraj Kapur, currently based in Ireland. Niraj is a sales coach and the author of the Amazon bestseller, ‘Everybody Works In Sales’, who genuinely found his life’s purpose after failing as a rock star. He wanted to become the first Indian Bon Jovi, only to find out that he wasn’t much of a singer.
Instead of letting his dream die, he’s become the rock star of sales coaching, turning his passion towards helping others succeed.
What keeps him up at night is knowing so many people are not doing as well as they should be in business because they don’t understand sales.
While he landed up in sales because it was the only job he could find at the time, he fought his own battles. A retrenchment. A midlife crisis. Personal development and finding a coach. Which is where everything changed. He rose to the top of the spring sales in a FTSE 100 Company, the equivalent of a fortune 500 company. Travelled. Felt stuck in corporate London and profits over purpose. He wanted to coach people. So, he wrote a book which became a bestseller, launched his sales and LinkedIn training business and here we are.
Ready for inspiration?
Niraj believes sales is about relationships.
“Sales is not about closing a deal or cold calling people 50 or 60 times a day. It’s such a small part of it. Sales is about helping people get results. It’s about helping your customers win. It’s about developing relationships. And if you do that properly, then you win. And that’s a very different attitude. You put the other person first, you try and serve them, help them discover their needs.”
One of the first things Niraj does with clients isn’t teaching them to sell, it’s creating a vision board to dig deep and find the reasoning behind their goals:
“Sales is about asking great questions. The more questions you ask the more you really understand what makes people tick. Because at the beginning, you just get the surface answers. But you understand and you listen, you ask deeper questions, then you have to find out the real reason why people are doing something. And that’s where sales begins. It’s quite often halfway through (the process) that these things happen. So, I work on mindset, first and foremost, because your mind doesn’t say its right, it doesn’t matter what I teach you.”
So what are these questions exactly❓❓❓.
In this episode, you’ll find out.
You’ll also get some really incredible tips on when to be quiet in a sales conversation. 🤫
When and how to follow up for the most impact❗
And how to adjust your communications to meet the buyer where they’re at.
“You have to be aware of your buyers and their work habits. But again, most people don’t have that awareness because they’re so busy trying to sell their product or their service. They’re not really taking the time to think what is my buyer going through right? And they should be.”
You’ll also find out where to learn more about sales on his YouTube channel, or visit his website everybodyworksinsales.com to download the pdf: 10 Ways to get results in 2021.
And of course, you can also connect with him on LinkedIn. And if you’re like us and really, really want to see Niraj Kapur at his Bon Jovi best, visit his LinkedIn article (with pic) Lessons learned as a failed Rockstar for some more amazing advice.
“What I learned is that everybody has failures, but it’s about what you learn from those, and how you become better how that shapes you. A lot of people have failure, and never try again, which is I think is a tragedy. But any business owners and entrepreneurs listening know that failure is what helps shape you. It helps define you. And it’s not about the failure. It’s how you react. It’s how you come back stronger. That’s what makes you successful in life.”
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And as always, sweet dreams😴…well, hopefully!
