A PAGE FROM MY SALES DIARY - Subin James

My journey in selling HM INDIGO has been a great learning experience, not only it has helped me identifying the sales person in me, but also helped me to grow as an individual. Over these months, I’ve realised that a sales person is the first identity and the face of the company for a client, so striving to be a successful sales person has made me learn many new things. And each and every day so far has been a new learning experience.

The most interesting part of the trade is that; we get to meet different types of individuals. Ranging from clients who know exactly what they want, to clients who are not sure if this is what they want. Some clients who are particular about each and every specification, to those who are not so specific. Clients who are unable to make a decision, to clients who make decisions on the spot

Here is a one my real life experience, which is eye opener in my Journey:

“5-year kid made a decision in 10 minute”, surprised!

Yes, friends a 5-year kid was a decision facilitator in 80 lakhs deal between us and client, this is not a Fiction it’s my real life experience which was an eye opener to me in my sales journey and my client to make decision. And narration goes this way.

A Client who visited the Site couple of times, and he remained silent till he came with the Family. He came along with his Father, Mother, Wife, baby girl and himself. They first came to our marketing office as usual, we were reluctant in mind though not in action to show the flat again as this was 3^rd time, however I took them for flat with same smiling face which they were interested in as this is my job for my bread and butter. As soon as we entered, the kid started running inside the flat, allocating room to her Grandparents, parents and herself, she started planning her room design for her toys, her dining area and her wardrobe. I was surprised and her parents too, that how can a small girl own a home so much that she would like to live in. they were happy that first time their daughter opened up so much about home and the way she expressed her feeling was more impressive.

This is when my most memorable moment of sales journey took over my mind, Immediate next moment her father got cheque from his car and signed for booking. All he said was “I wanted a home for my future and my daughter is my future”.

We may think an earner is a decision maker in our business of course yes but a happiness giver can also be. It might be parents, wife or kids. When we interact, it’s not just the word we say matters it’s also the experience through us to customers

Every client is different and unique, and this is where the role of a sales person comes into play. 

Handling clients of different age groups and completely different perspective in life, has given me a whole new outlook.

From my experience at HM Indigo, it is important for a sales person to first listen and understand the client’s needs and requirements. Once we understand exact expectation of  the client, it is easier to assess which is the best Apartment and from which block to suggest  to them.

So with the confidence which we talk to our clients about the project and our effort in clearing their doubts and answering their questions with utmost sincerity is what helps the client to make decisions. Convincing the client that I am trying to help them out and that I am thinking from their perspective, has always gone a long way in gaining their confidence, which in turn helps them take a positive decision on buying or investing in our property.

Once the client has visited the site, and has got to know about the project and its cost factors, the next step is the follow-up. Following up a client is one more major step in the selling process. But, from the feedbacks I have received from my clients, I feel moderation is the key here. Most clients are busy with their work life, and continuous calls from a sales people sometimes put them off. Here again understanding what client expects – if he is fine with being called often, or he just needs  time to make a decision – is very essential.

That said, selling at HM Indigo has not always been a bed full of roses. There have been some very tough clients and situations that had to be handled. In these type of situations, understanding why the client is being tough and what exactly he requires, and handling it with a bit of patience has helped me overcome some difficult encounters.

I’d like to conclude with a quote that motivates me to do my best: “If you are not taking care of your customer, your competitor will...!”