Classic negotiation tactic!
I had come across this situation many times in Sales. That is the customer saying, "the #deal is on hold". Isn't that a classic negotiation tactic? How do you respond…
Renewing old relationships!
That was a publishing company. They were our customers. But no one had visited them in years. One fine day, I visited them. I was allowed to meet the owner.…
Account Management Goals!
I wish, they: Give me heads up first.Champion my cause inside their organization.Really mean what they say. :)Be nice to me [only to me]. and the list goes on… This…
Customer Relationship matters!
In my first job [Software Sales], I had a very knowledgeable colleague who was too good at opening doors in accounts. Customers were interested in listening to him. The way…
Customer Profitability
"Customer profitability (CP) is the profit the firm makes from serving a customer or customer group over a specified period of time, specifically the difference between the revenues earned from and…
Buying Signals!
Buying Signals are nothing but hints that the customer sends out [knowingly or unknowingly] during the sales process. If we are alert we will be able to catch it. Sometimes,…
Cold Calling! What to say?
Cold calling is not easy. You have brainstormed with your colleagues. Identified your ICP - Ideal Customer Profile. You have created a target segment based on that. Searched the web,…
What can we do to make you sign-up?
Seller: "Sir, my boss thinks I am spending too much time on this deal. She says you will not buy from us. What is your advice to me?" If a…
Why your customers are buying your products?
Years ago, Ponds Talcum Powder was selling in huge quantities in Namakkal/Salem area in Tamilnadu. It was unusual. So, they set out to find the reason for this. You will…
Find your niche early!
I found my niche early in my previous business. I was into IT Recruitment then. Like everyone else, I too helped clients hire whatever skill they wanted to hire. Java,…