Sales Process

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Open Ended Questions to ask your Prospects

First of all, what is an open ended question? An open ended question is one that cannot be answered with a simple "yes" or a "no". The person who is answering has to answer in his or her own words. These are questions that begin with a how, when, where, what, why. On the contrary, [...]

What are Metaphors and how to use them in Sales ?

Let us now "examine" what are metaphors, why should we "employ" them in Sales and how can we make them "pay" us. Is it easy to use metaphors in Sales ? If it was easy, why everyone is not using them ? What makes them so "attractive" and "image-provoking" ? Will the use of metaphors [...]

By |July 19th, 2016|Inspiration, Sales Motivation, Sales Process|0 Comments

It’s Transformation, which your prospects seek

Your Prospects are not seeking a Commodity but are seeking Transformation. The route to the transformation does not matter much as long as the Transformation is guaranteed in a specific time frame. Transformation means "a marked change in form, nature, or appearance." A metamorphosis, in essence, is what your prospects are seeking. For ex, from [...]

How to differentiate yourself from your competition ?

Businesses of all sizes have competition. The sales people have to face stiff competition day in and day out. They have to counter the competition to win deals and acquire clients. What are the various things that a Sales person can do or should do during the Sales Process to differentiate themselves from the competition [...]

You can close more sales, if

We all want to close more sales. Right ? Let us understand what it takes to close more deals. First and foremost, I am sure you have heard this: Don't rush the sales process. And don't delay it as well. The right speed is what will determine the outcome. The speed that matches your prospect [...]

By |June 15th, 2016|Closing techniques, Inspiration, Sales, Sales Process|0 Comments

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. [...]

I was asked “What is a CRM” and this is what I answered…..

CRM is not anymore a buzzword. It is not just another acronym that an IT Professional builds skills on to grow in his / her career. CRM, as you are aware, stands for Customer Relationship Management. When someone says CRM, they refer to an application software used by Sales, Marketing and Customer Service departments of [...]

By |May 13th, 2016|CRM, CRM Evaluation, Sales, Sales Process|0 Comments