Max Kumar is 30 years old and he already has 15 years of experience with sales and marketing in locations such as Dubai, Mumbai, Jamaica, United Kingdom and At Sea.
29) What are the different types of selling?
This couple wanted to see me. They had seen me earlier in the week and I was showing them a three stone diamond ring. They come after the doors were shut and we were closed. I opened the doors and sold them a ring. This man was antique and he said I am going to die presently and I asked why what happened? He said it was because of asbestos. I felt quite apologetic for him and asked him how many babies he had? He replied three daughters and as I was showing them a three stone diamond ring, I said one for each daughter. That is it. He bought the ring. Sometimes you have to associate emotions with purchase and human buy jewellery to celebrate anniversaries, birthdays, special causes etc”.
13) Please acquaint us approximately your experience in Jamaica?
“It was tough because each period I would talk to a buyer, good results were anticipated and I needed to be persistent with my diagrams as I did $100,000 US Dollars every single month as we had an excel sheet with entire the names and sales figures. I all wanted to lead. People at intervals said, Max tin begin the chat merely not close the bargain. I came up with a dupe. My liking was collecting police commanders and firemen’s patches. I queried every purchaser to mail me one patch from their town and in return I would give them a special amount. This worked and in a moment, I had one patch from every town of United States of USA and I got a lot of sales”.
“It was a job which involved cold phoning and I was very nervous knowing that I will have to walk in someone’s office for the first time even though they had never seen me before and I am going there to sell them a credit card”.
B) Not shaven, wearing shorts needs an occasional reach.
10) Why did you keep changing your jobs?
“Absolutely, anyone can become a champion salesman provided he or she gets the right training”.
“Most of my household is settled in the Middle East, but as an individual I wanted to browse the Western World such as United Kingdom, United States of America, Canada etc. I kept reading the news, Mid-Day primarily on a Wednesday where you would find thousands of classifieds and see the jobs available overseas. It is because of this newspaper I base a job in Ocho-Rios, Jamaica, West Indies. This was a high end jewellery store, House of Diamonds with a couple of stores very close to the cruise ship pier and they were looking for a Manager who had some experience in sales and marketing”.
“Well there were some other obstacles that I needed to overcome. One of them was the geographical knowledge about United States of America. I have never been there. In sales general knowledge always helps. Let me give you some examples, if someone says Illinois, I said Chicago. If someone says Maryland, I said Baltimore. If someone says Texas, I said Austin. If someone says Kentucky, I said fried fowl. I peruse and studied the Atlas to get some general fancy about United States of America and was attempting to familiarise myself with differ states, towns, counties, their specialities and if someone said Mid-West, what they were referring to?”
“To be honest, watches but I sold diamonds as well. My highest sale for one diamond ring is $30,000 US Dollars”.
6) Did you get any success from that job and experience of cold calling?
“It was dreadful, I was shivering and nervous and my Manager who was education me had to companion me in his office. I was escaping out of words. That customer did not buy from me”.
“Very easy, statements, looks and campaigns of the body.
27) How was the oppression of being a champion salesman?
Have you sold a normal yellow fancy diamond bracelet worth $18,000 to a lady come on a cruise ship and walks in your store for the first time ever?
21) Can you remember some sales that you made in Jamaica?
32) What are the qualities of a agreeable salesman?
“This namely going to make you smile, when I landed in Jamaica, we had only 1 line of Skagen watches from Denmark which range from $50.00 dollar to $150.00 USD. But the owner ambitioned to obtain lofty end watches. In the afterward few months behind visiting the Basel show in Switzerland, he earned some current watch lines such for Bertolucci, Maurice Lacroix, Paul Picot, Elini, Perrellet, Chase-Durer, Wenger etc. When I was a children, I use to take my Casio watch to the watch lad to repair it and these lines, the watches ranged from $250.00 dollar to $35,000 USD.
Managing Director.
Exclusive Interview with Max Kumar.....
34) Three essential things for a good salesman?
“Well I worked in Jamaica for fair over three years, the first annual was the learning process, the second annual I was confident and the third annual, I was the best salesman in that shopping mall, Taj Mahal Plaza as there were another 14 jewellery stores in the same mall and the championship was fierce. The other store managers and owners knew thin a little while I start speaking to a customer, I will close the sale”.
4) What happened next?
“Please go ahead, I will now show you the magic of a champion salesman”.
“I started my sales career in Mumbai, India where I first started selling Standard Chartered credit cards in the year 2001 and I worked for Impact Marketing, Direct Sales Agents for Standard Chartered Bank.”
“Ask open and closed questions, such as would you like a malt or liquor? The human is forced to elect one of the 2. That means the seller is in the Driver’s seat. These questions help the salesman resolve which access the customer is heading towards. Also you need to make the customer speak and the seller should know what the customer wants to hear”.
5) Did you want to discontinue?
E) Close
33) Tell us how you in elapse overcame an obstacle?
20) What made you a champion salesman?
“A-S-K, Attitude, Skill and Knowledge”.
Again there was no cruise ship on this day, this couple had get cracking Royal Plantations resort in Jamaica and I knew only wealthy people can supply to reside there, so I started showing a very priceless diamond ring to this lady and she fell in adore with it. I asked her to walk outdoor the shop and see the ring in the sunlight as diamond needs light to dazzle and gleam. She said are you sure, I said absolutely, please get cracking. She went out with her man and came back after 20 seconds. I was waiting with my center in my mouth but this was a risk I had to take. She came back and then I asked her to see the ring in the mirror. It just blinded her as it was a special diamond mow along Lazare Diamond company and it weighed approx. 2.10 cts and the colour and perspicuity was F, VS1.
8) How long did you work for them?
11) How long it took you to be spotted by these agencies?
Have you sold one diamond ring for $30,000 US Dollars?
“I can give Sales Seminars for three hours and work with the sales staff. I can analyse swiftly what they need to do and which areas they need to work and correct themselves. The Seminar would cost £500.00 GBP and I can visit anyone place in United Kingdom and after attending my seminar the sales team ambition treble their sales instantly. To make bookings in advance amuse e-mail me by Timesofbusiness@aol.com
36) Any other ideas?
35) Tell us how you determine in seconds about the customer?
“Well our weekly target was £21,000 Pounds and we had done only £15,000 Pounds in that particular week, my director who was a girl from New Zealand comes to me and says, Max you need to do something and I mentioned the marts are closed and it is 11.00 pm. What can I do? The shops were open from 5.00 pm to 11.00 pm and the gates were shut.
“During the first six months, I was learning everything about diamonds, gemstones, watches, gold, carat weight, colour, cut etc. I read books about diamonds and gemstones which my boss gave me and I kept reading that writing till late in the nights because our store was very close to the cruise ship pier and next day we would have tourists coming on a cruise ship”.
18) Very interesting, tell us more about Jamaica?
40) How can you help staff and employees or different organisations?
“A lady walked in the store for the first time, from the cruise ship and I did not want to speak to her as I did not know what to say, my boss asked me to speak to her, she wanted an daily watch and I was showing her some Skagen watches and she liked one but did not buy because the crystals were inside the glass and not on the outside and she left the store,
‘Tissot', this is where the story of the champion salesman begins. My boss asked me the cause of that lady not buying the watch. I said the crystals and he was actually listening to my conversation with that lady and he said you could have said,
Bridal Jewelry - Tradition Vs. Modern, the company does not do crystals on the outside anymore as people complaining of them coming off and they all over losing the crystals, that was an eye opener”.
In the next few months I was the watch encyclopaedia. I was selling Maurice Lacroix as if there was no tomorrow and Roger Federer was the brand ambassador for Maurice Lacroix those days. I sold a Perrellet watch to someone who came in asking for a Rolex. I sold him Perellet and he had never heard of it before and this watch was 18kt gold and worth $15,000 US Dollars. The customer wanted to spend 6k and I end up production him spend 15k. He was the owner of a golf course in Boston, M.A”. I was awarded an Elini watch worth $1200 US Dollars by the company for creature the best salesperson in the Caribbean for their line and I was also regarded as the best Maurice Lacroix salesman in the Caribbean”.
“Not very long, as I got an better offer from Andromedia Marketing, Direct Sales Agents for Citibank and this time I was selling Citibank credit cards”.
16) Tell us more about your experience in Jamaica?
Can you get friendly with a stranger in less than 30 seconds?
Max Kumar.
“Fantastic question, when I was in Mumbai, the job involved cold vocation that means the salesperson approaching the suspects and it was a process of converting those suspects into prospects. In Jamaica, it was the other way around. I was in the store back the counters and the passengers from the cruise ship approached me. Sales is like automobiles, surprised, let me explain please. You need to alteration gears according to product, service, concept, customer and assorted situations”.
23) Give us a demo of a live watch sale please?
B) Introduction
12) What was the next period in your career with sales and marketing?
“I was good but unfortunately I did not stay with them for a long time as I became a part of Esscom Marketing, Direct Sales Agents for ICICI Bank”.
“By looking at people and their exterior, it is just like a book”.
26) What happened after Jamaica?
2) Tell us about your first customer
39) Can someone become a Champion Salesman?
D) Big guy, tattoos, pierced is very careless and becomes friendly directly.
38) How another can you determine about the customer?
A) Rubbing his breast method no comfortable and does not confidence salesman.
“Car Salesman, Property Salesman and Jewellery Salesman”.
25) Amazing, tell us about that sale please?
“I decided to work at Sea for Harding Brothers Ltd, based in Bristol, on the cruise ship, Ocean Village 2. Here my highest sale was £5300.00 Pounds to an old couple. I know you want to know the entire story about this sale”.
30) Which is the most complicated?
37) What the customer wants to hear, please explain?
19) How was your profession progressing in Jamaica?
Max Business Solutions Ltd.
36) Is there an formula to follow in Sales?
9) How was your experience with Andromedia Marketing?
Can you look at someone for the first time and figure out his or her credit card limit?
“Absolutely, within the next 6 months, I was one of their best salesman but not the best”.
We received the watches and displayed them in the counter and went family. We had an company accommodation where all four Managers lived in separate apartments. After we had dinner, we had a little conversation. What you must say to the customer to convince him to buy these expensive watches. I had no clue about watches and this time my boss gave the Swiss Watch Manual with nearly 500 pages. What this book was about, the history of different watch companies, their fabrication process and location, their models, numbers, brand ambassadors etc.
C) Denim jeans, Rolex Watch, Clark Shoes definitely believes in Brands.
“That is cozy, product, service and concept selling”.
“Good answer, Mumbai is a huge city but all agencies reserve an eye above the field salesmen and each company tries to get the best salesman in their organisation for better results in more sales, I was a martyr too”.
“Absolutely, here is one instance. On a Saturday morning, a pair was wandering approximately the mall. There was no journey warship on that particular day. This pair hikes inside my shop and bought a pair of plain gold earrings value $50.00 US Dollars. I asked for $55.00 and they were bargaining for $5.00 US Dollars. What occurred next was History. I then started showing a bracelet to the same matron, she liked it and was resistant to purchase it which was $7,000 US Dollars. The man asked the lady if she likes it. She said yeah. Immediately I commented, I have never looked that bracelet look so good on anyone ever. He gave me his honor card. I was shocked and startled. The man was a president of some big organisation in Madison, Wisconsin. Since they were coming from the waterfront, they were wearing beach wear. So you never understand, who you talking to and I wanted to study more about people’s appearances”.
A man walks inside your store asking for a Rolex and wants to cost approx. $6,000 US Dollars and you bring an end to ... selling him a watch for $15,000 US Dollars and the watch he has never heard of before in his whole life?
F) Rehash
One can buy a ring like that for approx. $15,000 US Dollars with it but will have a couple of carbon blots on the diamond which takes away the beauty and this one was indeed flawless. The lady likes it, now it all comes down to the man because he is buying. I offered him a beer and he gladly adopted it. I always followed the basic rule, compliment the lady and tease the man. I said she is a very beauteous lady. He smiled and asked how many is the ring, I said $33,000 US Dollars and honestly I was not expecting him to buy it. He gave me his Black American Express credit card and politely asked, can you make it 30k please? I said yes but was shivering as this was my highest sale and my employer helped me get over it”.
15) Tell us about your first customer in Jamaica?
31) Who are the best 3 salesmen?
D) Sat backwards, feels that the salesperson is entering his/her personal area.
3) How was the experience of walking in a stranger’s office?
17) What was the major difference between selling Jamaica & Mumbai?
“I had a never say die opinion and I was always headstrong, I determined to learn everything about sales and marketing”.
C) Presentation
1) Please tell us about how you entered sales and marketing?
14) How did you manage working in such difficult conditions?
D) Short Stories
True anecdote of Max Kumar, Managing Director.
“I was in Jamaica and was showing a ring to a lady and she asked if this diamond was blood free because it was during this time that the video came out, Blood Diamond. I told her it was blood free because the movie had just bring an end to ... and this diamond was found a year ago. Does not make a lot of sense but it did the trick and closed the sale for $5,000 US Dollars”.
Courtesy:
“Desire to win, learn,
hoop swarovski lucite earrings beauty, perform and show my colleagues what I am able of on the sales floor and as actions speak louder than words, I was always in action”.
“There is a trick to wreck the ice and make the customer talk, you can simply break the ice by talking about career, hobbies, culture, nation, locations, amusements, latest newspaper and events etc. Hence a good salesperson needs to know what is going around in the earth. For example if the customer is from United States of America you will now talk about Barrack Obama or if the customer is from United Kingdom, Alan Sugar or X-Factor would be a good talk”.
22) Was there a time you were not comfortable selling in Jamaica?
A) Clean Shaven, Suit needs very professional approach.
“I worked in Jamaica for three years from 5th Apr 2004 to 11th July 2007”. Since this was a high end jewellery store, I had a lot of difficulties for the first six months”. The biggest problem was the cultural feud between India and Jamaica, language, lifestyle and me not knowing anything about jewellery”.
“It was the first time I had to handle with failure and I was really finding it difficult to deal with but the affirmative outcome was I started thinking, what went erroneous and then I started working on my sales and marketing strategies”.
Sales Coaching and Interview.
“I watched everyone, how they use their sales pitch, comprise the customer with themselves in a conversation, the masterpiece of persuasion and closing the sale”.
A) Meet and Greet
24) What did you enjoy selling diamonds or watches?
28) Can we start with some Sales Coaching now?
“Max Kumar asking me, “What watch are you wearing, Citizen. What a nice watch, I like the gold plating, the dome fashioned crystal, it really sits nice on your wrist and does not corner around, it must be a very comfy watch and it actually suits your personality as shoes and watch say everything about a man and this one just matches your stature. One of the best traits of this watch is that it is kinetic and does not need a battery”.
The Champion Salesperson, True Story
“Three Years, By this time I was good at selling dirt to the Arabs”.
C) Nodding his nape to your statements, the customer is listening to you.
Do you want to alternatively train your staff and employees to transform a champion salesman?
“All three but in all probity I have sold anything and my experience says it is concept selling because there is no production or service but plain dreams that you are selling such as Time Share”.
7) Wow, what a transformation, how did you manage that?
“The company hired 4 boys from Mumbai, I was one of them. There were regional Jamaican girls working in the store and the bosses who were brothers were always on the sales floor. They were the best salespeople, I have ever seen in my life. What makes me say that, I have seen them sell jewellery worth $98,000 to someone who has never seen them ahead and in fact has landed for the 1st time in Jamaica. I learnt a lot from them”.
B) Legs crossed, totally negate.
“Very good question, smart, cunning, immediate, one that can conquer obstacles with a smile, good with words, one that has good general learning, product knowledge and one that can retain constant eye contact, one who can understand the customer needs, knows competition etc”.
West Indies. This was a lofty end jewellery stor
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