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Hisales Radio

Hisales Radio

By Prakash

Hisales Radio is the official podcast of Prakash Batna, where he talks about entrepreneurship, startups, sales and selling and business growth. Prakash has been creating content for the past 3 years across all digital platforms and has trained more than 7000+ sales professionals, entrepreneurs, business owners till date.

Through Hisales Radio, he brings his 16 years of experience as a professional, entrepreneur, speaker and consultant. His mission is to make sales and selling easy as he believes “Selling is Fun, When you Know How”.
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Why customers Buy? Understanding the psychology of buying.

Hisales RadioAug 24, 2020

Tools to Engage Participants During Online Sessions - Part 1

Tools to Engage Participants During Online Sessions - Part 1

I use lot of elements in my live sessions to keep the audience hooked for anywhere between 60 mins to 6 hours, and believe me doing this day in and out is not an easy task.

After 500 hours of live sessions, 10,000+ trained professionals and delivering 300 hours of content I have some understanding on how this works and what tools you can try to do the same. Im laying out this for you to try this in your next session.

The typical challenges in the online sessions that one come across:

o Participants are less responsive during the online sessions

o Have a short attention span and are easily distracted by things around them

o Low engagement and response rate

These are some of the challenges faced by all during the online sessions. Let me share you tips to engage with the audience.

Setting the expectations

You should set expectations at the start of your session so that all participants know what will be happening. You should explain what you’re going to be doing and what the protocol will be (cameras on/off, muted/unmuted). As a general rule, ‘cameras-on’ will make people feel more present and involved (but be understanding that there are certain situations in which cameras can’t be turned on). Tell everyone that yours will be an interactive class and explain how you will be asking people to participate.

Encourage participants join by their names

Many a times participants log in with their device names and it becomes difficult to communicate. Request the participant to change it to their First name and Last name and address each participant by their name

Participants first

You are doing this for them. Hence everything need to be centered around them. Monologues are a strict No. This is a live session and hence interaction, participation is the key to the success of the live session

Listen, Listen, Listen

Comments made in chat, verbal dialogues need to be listened and understood. Ensuring that you understand and value every comment that is shared will encourage more participants to join and take part. A win-win

Ask and Wait

Ask questions regularly to see how much your audience is in sync with you. Involve them, check their understanding, wait for them to respond, listen to their answers. The whole objective is to keep them engaged and busy throughout the session.

Be best version of yourself

Always remember if you do not enjoy, are excited, are enthusiastic then why will the audience will be. You should enjoy the overall experience throughout and only then the audience will connect with you at a deeper level.

These 6 points are the softer and finer aspects of engaging the audience during live sessions. Use them and try doing this in your next session for a greater positive experience and impact.

In the next section we will see the technical aspects of engaging the audience which includes the top 5 tools that can be used to make your session more meaningful, fun, interactive and engaging.

And that’s it for today. Do keep listening to my sales and selling podcast  and Don’t forget to follow, like hisales consulting on the Linkedin and FB platform. Also check out my website for free resources and blogs.

Lastly, let me know what you think and I greatly appreciate it. Myself Prakash Batna reminding you again “ Selling is Fun, When you know How”. Take Care

Mar 08, 202212:50
The F=A+R Principle in Sales

The F=A+R Principle in Sales

F=A+R - Freedom comes with Accountability and Responsibility.

Freedom with no responsibility, accountability and the professional, team, Organisation becomes directionless and haywire.

Successful companies and sales leaders grant certain degree of freedom–providing that the salespeople demonstrate a corresponding degree of responsibility and accountability along with it.

E+T = F Trust is certainly part of freedom, too. Employers are only going to grant freedom in any degree to salespeople if they can be trusted. No salesperson will last long if they are collecting a base salary and spending their days on the beach making fake calls.

Experience precedes Trust. Trust is developed by the sales leader only when the experience dealing with the salesperson is positive, credible and consistent.

So the hierarchy is this –

E+T = F = A+R

Positive experience, creates Trust and comes Freedom. However Freedom comes with Accountability and Responsibility

Take too much freedom away, and the sales team revolts.

Give too much freedom, and you’ll lose potential sales revenue.

A Sales leader, does not have the luxury of spending hours in training classes, learning how to walk the freedom line.

Today, I’ll give you a brief on how to identify team members who deserve freedom, and those who aren’t yet ready for it.

The New Hire

This one’s pretty easy to judge: Track every new hire’s activity level and make sure the new employee has sufficient daily activity to meet sales goals—until they prove themselves. Only then should you give a little freedom.

The Seasoned Salesperson

If you have a team member who’s been around the block and outperforms everyone else, don’t micromanage. You’ll risk alienating someone who’s hitting sales goals time and time again. In this case, freedom should be freely given.

The In-Between

For everyone else, follow this rule: The less you’re selling, the less freedom you get. But if you’ve never before tracked a salesperson’s activity and you start, your team will probably look at you as a micromanager.

Measuring a Salesperson’s Freedom Potential

The previous point brings us back to the importance of tracking activity. You should justify the need to track sales activity for every person on your team because it gives you the insight you need to gauge sales objectives–before it’s too late.

Let’s put it another way: Tracking and not micromanaging helps your salespeople perform better, and it helps the company increase revenue. That’s a win-win for everyone.

Track the prospects, not necessarily the salespeople. If you track where prospects are in the sales cycle, and who’s been contacted, you take the direct focus off of salespeople. That way, you can present a tracking report covering untouched prospects in a positive way, and help the salesperson see the untapped potential he should target.

And that’s it for today. Don’t take your freedom lightly and enjoy this independence day.

Do keep listening to my sales and selling podcast and Don’t forget to follow, like Hisales consulting on the LinkedIn and FB platform. Also check out my website for free resources and blogs.

Lastly, let me know what you think and I greatly appreciate it. Myself Prakash Batna reminding you again “Selling is Fun, when you know How”. Take Care

Sep 22, 202111:08
The Power of "NO" in Sales and Business

The Power of "NO" in Sales and Business

One of the best sales tactics is learning how to say “no.” That sounds counterintuitive, right? Well, it isn’t.

When it comes to sales, if you’re the one selling, your goal is to bring in revenue. But your customer has a different goal: to pay as little as they can and get as much as possible.

What I mean is You & the customer are trying to maximise the gains and minimise losses. Not in literal sense though.

The customers I’m talking about are the ones who ask for more and more – often after a contract is signed and deal is closed – and expect additional incentives, discounts, rebates etc for no additional business or cost. Those are the customers you have to learn to say “no” to.

The word “no” has the power to make your business more desirable to potential clients, weed out people you don’t want to work with and, most importantly, increase your bottom line. “Power of saying NO”, the most important tool we all salespeople and business owners possess. Many a times we do not realize the importance of these two letters.

To clarify, let me share a story with you. When we first started our consulting We wanted to get money coming in and so we were afraid of saying no.

What did that lead to? A few bad deals. By being so willing to say yes we were ground down on price and we allowed for unreasonable scope of work with couple of clients.

On one deal it cost us significant chunk of money and time over few months. The client had good manufacturing, production and other capabilities but on the sales aspect everything was missing right from team to systems and process to a well defined sales ecosystem. Everything was adhoc, forecasting was a challenge, absence of sales pipeline and a sales leader to drive the the bare bones team. Further the CEO believed there was no challenge and his expectations were not in sync with reality. We still took up the project for the money part and saying NO was not hard wired in us. In doing so we set the tone for the ongoing relationship i.e. we give and you take. It was ok initially but later on it caused uncontrollable scope-creep and copious hours of non-billable work which was sending us towards the hazardous rocks of insolvency and not giving attention and time to right customers.

If you start from yes you might have just given away time or money and every time you come to negotiate with that same prospect they’ll expect that same starting place, and believe me they won’t thank you for it and will push further. Hold the line and say no you’ll be much better off.

This power is often used casually, cautiously, out of habit and in many other ways without understanding the implications on the final outcome.

I always fed myself with books, articles, inputs on how to get the customer to Yes and No was often looked by me as a negative tool.
The fear of losing deal, client and goodwill resulted in accepting or giving in to the client’s unreasonable demands most of the time.
These are the clients I learned to say NO to or get in return a fair deal for the additional demands.

"Power of saying NO", helps me:
• Saves time and Stress
• Weed out wrong clients
• Protects the bottom line

Today, saying no is one such strategy at Hisales. That is, saying no to the wrong kind of clients. Over the years I discovered that accepting the wrong business/clients or customers saps not only time and energy but profits, too. I also learned that saying yes to the wrong business slowly but surely kills morale. Employees become exhausted and confused; very talented people leave. Such damaging effects seem obvious now, but again, like virtually every entrepreneurial venture, we had to learn about them the hard way.

Use the Power of NO wisely and realise the immense benefits that comes with it.

Jul 25, 202109:21
The 1-2-4 Rule in Sales and Selling - Simple and Effective

The 1-2-4 Rule in Sales and Selling - Simple and Effective

In sales we create our own rules, frameworks, process, strategies and tools which works in our favor and discard those which do not fit the bill.

Similarly I have created my own frameworks, rules and tools basis the experience I have gained over the years working across companies and industries. One such rule I follow is the - 1-2-4 Rule in sales and selling. This is applicable to any salesperson.

Few months ago, my friend took a new sales job at a Series A funded company. He’s good sales person I know, but soon after starting, he messaged me saying he was struggling.

All the problems he told me was because the day planning was not tight and measurable, the calls were random and adhoc with no call blocks which hindered in the pipeline creation process and meetings were not set dedicatedly to followup on calls which resulted in lesser conversions.

I suggested him the 1-2-4 rule which goes like this:

1 stands for ONE HOUR –

Everyday first thing in the morning - focus on PREPARATION and first thing to do is plan for the day

· Clients to call

· Proposals to send

· Followup calls

· Reporting work

· Meetings plan

· Route plan and so on

I believe that if you don’t plan your day, then someone else will and this is not advisable at all.

Once the planning is done go to 2

TWO HOURS of COLD CALLING. Post planning, a sales person should spend TWO HOURS by using call blocks in setting up meetings for the coming days, creating leads, filling his pipeline etc. Call block is a time period which is dedicatedly kept aside for doing a calling activity. No other activity will be take up during this time – urgent or no urgent nothing will derail this activity.

How to call block:

· Set an appointment with self using a google calendar for these 2 hours

· Switch off social media notifications, news alerts, watsapp messages etc which ever acts as a distraction

· Sit comfortably in a place where you will not be disturbed

· Let your colleagues, superiors know that you should not be disturbed in these 2 hours

Do this and see the difference in the productivity and efficiency

Last but not the least, the most important 4

FOUR HOURS in FIELD meeting clients, networking, building the pipeline, closing deals, follow-ups and so on.

If all the planning is done, calls are made and meetings are set then it needs to be followed up with meeting people demonstrating the value proposition and delivering solutions

This is a process which needs to be diligently followed and is inevitable to a salesperson, irrespective of rank and hierarchy (the process will remain however the form and intensity may differ as a salesperson move up the ranks).

1 hour - preparation

2 hours - Calling and building pipeline

4 hours - Meeting people, demonstrating value and networking

Just 3 months after our lunch, my friend called to say how he was seeing promising changes in himself and the overall results and was thankful for this advice and suggestion.

We are meeting again in few weeks, this time to celebrate the success and the positive changes he witnessed.

And that’s it for today. Do keep listening to my sales and selling podcast and Don’t forget to follow, like Hisales consulting on the LinkedIn and FB platform. Also check out my website for free resources and blogs.

Lastly, let me know what you think and I greatly appreciate it. Myself Prakash Batna reminding you again “Selling is Fun, when you know How”. Take Care

Jul 18, 202108:07
Time is Money in Sales

Time is Money in Sales

Hello and Welcome to Hisales consulting podcast. I’m your host Prakash Batna, and I believe in the philosophy - Selling is Fun, When you know how.

As a salesperson, failure is inevitable. You will fail, repeatedly, every single day. That certainly doesn’t mean that all failures are of equal significance. when a sales call ends in denial, most salesperson simply proceed to the next call. After all, the only thing one stands to lose from such a seemingly inconsequential failure is time.

Unfortunately, those who don’t analyze these little failures have forgotten the old adage, “time is money.” These small, common, failures combine into significant costs

“Time is Money” and this is so true in #sales.

In the early days of my career, I spent a lot of time reaching out to wrong clients resulting in delayed or no sales at all. I was of the opinion that getting rejected is a sales process – which of course it is. But what I didn’t realize was that with every rejected or bad call I’m losing out on time and opportunity. I clearly remember one such incident of mine - I was chasing this big client for business. I remember working on this big deal for quite sometime. A marquee client, large order size - big enough to take care of my annual targets. I was happy with my progress on this client which went on for 6 -7 months before the whole world came crashing when the deal didn’t happen.

I wasted lot of time as:
• I was stuck with wrong client who never wanted or valued my product
• I was too afraid to ask for an Order as I feared NO as an answer, so engaged in friendly conversation all the time without any concrete results
• I was blinded by the deal size rather than focusing on solution

Money can be earned, Time Can’t.

The Value of Time:

We often like to pretend we have an unlimited supply of time, but unfortunately, that isn’t the case. Every minute spent failing is a minute not spent succeeding.

The key to finding the value of your time lies in finding the difference between what you gained from failure and what you would have gained had you succeeded. For example, suppose a thirty-minute sales pitch wins over potential clients and your business earns 100,000. Whenever your sales pitch is rejected, you have lost more than just thirty minutes of your time. You’ve also lost the opportunity to earn that extra 100,000.

Also when we look at our monthly or yearly targets we feel we have lot of time to achieve the same, but you know that is not true. After you account for the holidays, vacation, Leaves, meetings, travels, time wasters you end up with less selling time and still far away from your numbers.

We all have 24 hours with us and a successful person knows how to use time to his advantage and make it work for him.

Wasting time is not an option. Staying focused on the most important things always must be the goal of the day! But it's not easy. As a salesperson, you must keep a lookout for these 5 time wasters

· Travelling for the sake of travelling

· Too much time in reporting

· Excessive documentation

· Doing everyone else’s job

· Spending too much time in planning and detailing

I have no doubt that Time and Timing is very important in sales, in personal and professional lives as well.

And that’s it for today. Do keep listening to my sales and selling podcast and Don’t forget to follow, like hisales consulting on the Linkedin and FB platform. Also check out my website for free resources and blogs.

Lastly, let me know what you think and I greatly appreciate it. Thank you.

Jul 11, 202109:24
The Decoy Effect - How to Nudge and Influence the Customer Buying Behavior

The Decoy Effect - How to Nudge and Influence the Customer Buying Behavior

Hello and Welcome to Hisales consulting podcast. I’m your host Prakash Batna, and I believe in the philosophy - Selling is Fun, When you know how.
Today I’ll discuss a very interesting topic – The decoy effect and how many organisations use it successfully to influence customer choices without they knowing it.
The decoy effect is also called the attraction effect, Symmetrical dominance effect
So What is The Decoy Effect?
In simple words, when there are only two options, consumers will tend to make decisions according to their personal preferences.
But when consumers are offered another strategical 3rd option - decoy option, they will be more likely to choose the more expensive of the two original options.
The 3rd and unattractive option is a “decoy” because the marketers are not really putting it there to be purchased.
By including inferior options, marketers shift the frame of comparison and change the kinds of value comparisons that potential customers make about the other options. The unattractiveness of the one option helps customers see the value of the other options. When used appropriately, this effect can nudge people towards making certain purchasing decisions more often.
Suddenly the irrelevant Option becomes relevant in nudging the customer to chose the product which the companies want them to choose.
The Decoy Effect in Sales
The effect can also be used to change customers’ product preferences. For example, National Geographic did a test of this effect with popcorn purchases in a movie theatre setting. They started with two options:
Small popcorn for $3.
Large popcorn for $7.
In the experiment, the majority of people purchased the small popcorn. People said that $7 was a little too expensive for the large size.
Then they added a third option, a medium popcorn size option for $6.50. This was a decoy because the option is inferior to the large popcorn: you get much more popcorn with the large option for very little price difference.
Small popcorn for $3.
Medium for $6.50.
Large popcorn for $7.
Now, many more people chose the more expensive large size. Adding the medium size helped people see the greater value in the large popcorn option.
You can see the decoy effect in Coffee shops, Real estate, rental bbiz, Fast food and QSR and so on
Price is the most delicate element of the marketing and product mix, and much thought goes into setting prices to nudge us towards spending more.
A step-by-step process for designing a decoy product
1. Choose the product you want to sell the most
2. Create three product choices
3. Make sure these three choices include a “secret agent” decoy
4. Price the decoy close to the high-priced option
5. Make the decoy only marginally better than the low-priced option
Keep in mind that this effect can’t con someone into buying something they don’t want. If you don’t want a subscription to The Netflix, you won’t buy one, no matter what the options are. Same with popcorn, diamonds, and any other product.
I use decoy effect in selling my consulting services, workshops and sales programs regularly. And that’s it for today. Do keep listening to my sales and selling podcast and Don’t forget to follow, like hisales consulting on the Linkedin and FB platform. Also check out my website for free resources and blogs.
Lastly, let me know what you think and I greatly appreciate it. Myself Prakash Batna reminding you again “ Selling is Fun, When you know How”. Take Care
Jul 03, 202109:05
The 5 Factor Framework

The 5 Factor Framework

Sales and selling is tough. A better understanding of 4W’s & 1H goes a long way in identifying your TG, Decoding the need, providing the solution, closing the sale and ultimately creating a customer for life. What does 4W’s and 1H stands for: W – Why, W – Who, W – Where, W – What H – How The 5 questions every B2B salesperson must ask for sales success: WHY - Why am I selling what am I selling, Why should I believe in my company, product, service, Why should a customer buy my product and not competitors, Why should a customer pay money for my product. This is the most important W in the entire framework. The WHY defines your belief statement, it outlines your motivation to sell the solution to the customer. WHO – Who is my customer, what is my Ideal customer profile, what are their pain points, challenges, problems. Along with who to target we also need to be clear on Whom not to target which is equally important as many of the professionals spend time in chasing wrong customers WHERE – Where can I find my customers, where do they hangout, what are their preferrable channels of communication, WHAT – What PROBLEM can be solved by me or my product or service, what are their objections, what role does the customer play in the decision making process, what are his best and worst alternative options to your solution, what are your available best and worst options HOW – How to gain TRUST and demonstrate VALUE, How to reach my customer, how to handle the objections and pain points, how to convey my product value, How to close the deal profitably and successfully. The HOW defines action and executing the action plan successfully. Selling is easy, when you know how! For more details visit:
Feb 26, 202106:06
PEARLS Of Negotiation

PEARLS Of Negotiation

Today the topic of our discussion is – Negotiation.

A complex but most important and relevant topic. Understanding negotiation is half the job done. The balance is in successful execution of the negotiation strategies.

Many of us dread negotiation, not recognizing that we negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives: discussing the terms of a job offer with a recruiter, haggling over the price of a new car, hammering out a contract with a supplier.

Then there are the more informal, less obvious negotiations we take part in daily: persuading a toddler to eat his food, working out a conflict with a coworker, or convincing a client to accept a late delivery.

“Like it or not, you are a negotiator … Everyone negotiates something every day,” write Roger Fisher, William Ury, and Bruce Patton in their seminal book on negotiating, Getting to Yes: Negotiating Agreement Without Giving In.

Today, I will attempt to decode this subject by putting a simple framework which serves the purpose.

But First Lets understand What is Negotiation?

The authors of Getting to Yes define negotiating as a “back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed.”

This is perfectly defined. We all know Negotiation is complex, it is nothing but a communication designed to reach an agreement which brings us to the next question?

Remember the PEARLS of Negotaition. PEARLS is an Acronym which for:

Perception, Emotion, Attitude, Resistance, Likability, Seal the deal

Perception - The customer with whom you are negiotiating should always have a positive perception about yiou, the company, the solution, the overall deal. He should feel that he is getting a good bargain at the price at which he is buying. As long as the perception is positive Negotiation is in your control

Emotion – We will negotiating with humans and when humans are involved there is bound to have positive and negative emotions – Anger, Ego, fear, excitement etc. These emotions need to be well balanced – specially the EGO and handled well. Emotions play a major role in negotiations and many of them fail due to poor handling of customer emotions

Attitude – Always enter in to negotiation with a win and positive attitude. An attitude to solve the problem, give the best solution. People see through you easily and if the attitude is to only win without any consideration for customer problems and their solutions then you know how this negotiation will go through

Resistance – The customer will have very high resistance at the start of the negotiation and it is the responsibility of the sales champion to reduce the resistance – here the resistance can be of price, service, contract, quality etc as the discussion goes on and by the end of the discussion the resistance should come to zero

Likability – You all have heard of this; people do business with people they like. This is so true in negotiation. If on the liking scale a sales champion is very low then the customer will be hesistant to trust and negotiate any further. Improve the credibility and trust aspect and this will make it easy to negotiatie

Seal the deal – Last but not the least once you have done systematically all the above the negotiation becomes successful and the deal is closed

I follow the PEARLS of negotiation religiously and this has helped in winning more contracts and getting customers for life.

Feb 03, 202109:56
The Business Success Blueprint

The Business Success Blueprint

Sales Success Blueprint.
Sales and Selling is a complex process. Why I call it a "Process" because it has Input and then the desired Output, like a process. The input needs to be strong, well planned, and well structured. When this happens the output becomes predictable and controllable.
Discipline and Dedication are the cornerstone of the business success and growth. The Sales success depends on implementing the 9 steps - which I call the 9 blocks - perfectly and consistently.
The 9 blocks/steps are divided in 3 stages - Pre sales (Stage 1), During Sales (Stage 2), Post Sales (Stage 3). Each Stage has 3 blocks so total 9 blocks.
Block 1 - Belief - It all starts with belief and mindset. Belief drives Attitude which drives Action and finally the Result. So Raise the BAAR
Block 2 - ICP - Create your Ideal Customer Profile. Your product/service/solution is not for everyone
Block 3 - Farming - Nurture your leads as no deal gets closed in the first instance. Nurture them so that when they decide to buy you are on top of mind
Block 4 - PIN the PAIN - Understand the customer pain points and their needs by asking the right questions. This is the most important step in the entire process. Use SPIN technique to discover the needs of the customer
Block 5 - Activate "ON" Button - Preempt Objection and Diffuse the same. Always create a WIN matrix and prepare well for your Negotiation
Block 6 - Closure - Always Ask For The Order.
Block 7 - Understanding Customer Life time Value is the most important element. Your CLTV should be more than CAC
Block 8 - Orchestrate and Stimulate Referrals. Referrals need to be an inclusive strategy rather than a one off strategy
Block 9 - Measure Everything. What can't be measured, can't be controlled.

Jan 15, 202119:04
Why customers Buy? Understanding the psychology of buying.

Why customers Buy? Understanding the psychology of buying.

Why do customers buy? What goes on in their mind? How does the decision making happen? A simple framework to understand the customer buying paychology. Understanding this psychology will help sales professionals to sell more effectively and close more deals.
Aug 24, 202008:04