THE SCIENCE OF SELLING: UNDERSTANDING HOW TODAY'S SALES ARE CONTROLLED MORE BY SCIENCE

With a very keen eye to details, Manik is involved in strategic planning that is transforming the operations of the company

- Manik Kinra

Sales was always considered as an art. For time immemorial, it was a skill that was special to a few and the art form was always considered difficult to teach. But as the information age, taken over by consumer behaviour has changed. Consumers today are more aware of choices and critically analyse their purchases. In this new age of buying patterns, sales have also moved to become a technology driven aspect of business that is backed by scientific reasoning and analysis.

Making the Science backed Pitch

Analyzing and understanding the consumer is the first step of a science backed sales pitch. Intelligent sales automation, CRM systems, metrics-based planning and technology infused processes are taking over the sales world. Today, selling goes beyond just the product or service offering. The questions that a salesman needs to ask have changed. Today we need to ponder on these points:

1. When was the customer’s interest generated and how?

2. Did they make a similar purchase earlier?

3. How does the product/service compare to the competition?