A grammar for selling

G.P. Kohli

The transit elevated bus on a road test in Qinhuangdao Borrowing a phrase from Peretos' Law which is applicable to Business Template --that 80 per cent of business in any corporate is performed by 20 per cent sales executives. Most of the salespersons engage themselves in the outer space of sales process without being pedantic and strategic. It affects the efficiency and effectiveness of the sales professional.
Mastering the Game of Selling presents perspective and discipline that harnesses the success in the sales character and sales performance. Author Pawan Kumar Arya attempts to provide elegance to the sales profession in 13 chapters-- thematically and chronologically arranged.The narrative includes the game of selling , the qualities of sales executive, selling like an entrepreneur, sales meetings, prospect identification, closing the sales techniques, goal setting, and self transformation efforts. The book captures aptly the whole gamut of sales issues .
Arya holds the hand of the salesperson like a guardian and takes/ him/her step by step towards being an effective sales professional . The author, guides beyond words. He has expressed idea whose time has come in view of the incessant changes in the market structure and the market demand.
He advocates " Disruptive Sales" in the context of market aspirations and expectations.The author emphasises the potency of his ideas for qualitative and quantitative performance based on his day to day experience acquired through long period.He has addressed issues for every interval between the client and sales person in real terms.
Hence it is more than a book. It is rather a companion of the person. It keeps the sales professional reminding of what all happens and what has been forgotten. The book imparts the power to awaken and the power to change.
The most interesting chapter, " Sharpening The Saw," suggests continuous updating by the sales professional. The author quotes Reed Buckley"if you are not continually learning your skills, somewhere someone is and when you meet that person, you will lose". It is a dynamic message to remain transformed in line with what a great Economist said" "When my information changes,I change myself". Therefore Arya asserts that , Creativity is more nurtured than inborn as there is no such thing as instant genius."He exhorts the sales professional to look at sales as "The power of Now"

Author Pawan Kumar Arya guides beyond words. He has expressed idea whose time has come in view of the incessant changes in the market structure and the market demand.

The transit elevated bus on a road test in Qinhuangdao As a top executive directing the sales/ marketing activities of financial services/ products for over two decades, I am extremely impressed by Arya's deep insight into the sales hiccups and how best to overcome those.I am intrigued to rate the volume as an excellent grammar for mastering the language of sales process and successful execution. The essence of the book lies in,"Moments of Awareness." The pithy volume must be read by toddlers and adults in sales profession and also by trainers in sales.

GP Kohli is former Managing Director of LIC of India