Sales Methodology

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Questions to ask yourself about your Sales Function

What Sales methodologies do you use ? Situation, Problem, Implication, Need-Payoff, popularly known as SPIN Keeping it Simple, being iNvaluable, Aligning your activities with your Customer's priorities or SNAP Conceptual / Solution Selling Consultative Selling Do you have a proven Sales process ? The steps right from leads / cold calling / known universe to [...]

Step by Step Guide to Prospecting

What is Prospecting ? The process of identifying prospective or potential new clients for your business is called as Prospecting. It is during this process you qualify prospects [or leads] and see whether there is a fit between what he/she needs and what you have got to offer. Why should you undertake Prospecting ? Prospecting [...]

By |December 31st, 2016|Prospecting, Sales Call, Sales Methodology|0 Comments

20 steps to becoming a “Trusted Partner” of your customer

Why should you become a Trusted Partner of your customer? Because, that is the only way you can do business with him/her. Trust can win you business and keep you in business. Old school techniques in Sales do not pay off anymore. So, things like smooth talking, hard persuasion, piling on the prospect, under-cutting, anti-marketing, [...]

Why I love consultative selling and you should too…..

What is Consultative Selling ? Customers’ needs or pain points forms the focal point of the sale. Your product or service does not. You ask open ended questions and listen. In the process, you learn what is the pain point or needs of the customer and you propose a solution to address that pain point. [...]

How to align with your prospects in their Buying decision process – Part II

It is not about you anymore. It is about them. The dialogue starts with them, their needs or problems, their Industry, the challenges in their industry, their competition, their achievements, awards, recognition, their goals etc. How you align with your prospects during their buying journey and how enjoyable you make it for them will determine [...]

By |April 13th, 2016|Aligning with Prospects, Sales, Sales Methodology|0 Comments

Which of these Sales methodologies do you use ?

What are Sales Methodologies ? Sales Methodologies are nothing but Strategies used in a Sales Process. We will come to the Sales Methodologies in a bit. Let us first look at the Sales Process. Sales Process is a series of steps right from the lead stage to the closing stage. It contains steps from lead [...]

By |April 7th, 2016|Sales Methodology|0 Comments