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…
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…
Closing Techniques!
Customer: Kannan, everything is fine. But it's going to take time. Me: How much time, Sir? Cust: Don't know. I am meeting the board. It will take some time. Me:…
Say “NO”, when you have to!
My Wife, Son & I were travelling back to Bangalore from Chennai in a night train once. We got in to the train about 15 minutes before departure. That's because…
Working with Reseller Partners calls for some skills!
It was around 8 pm. I was in office working on a proposal. There was no one else. The phone rang. I answered. It was Shiv, Head of Sales with…
The strategy used by a competitor….
My competitor sold more than I did. Do you know why? In the initial days of my sales career, I sold antivirus software. For a year, we had product specialization…
Match the speed of your Prospect!
I was patiently waiting at a clients place to sell a particular software, let us call "Product A". I knew before-hand that I am likely to meet a foreigner, a…
15 Tips for Winning a Sale!
How many times have you been so close to closing a sale but lost it in the end? I have been there many times. Let me sum up what I…
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…
Things to remember during a follow-up call
Marketing department in an organization uses 4P [Product, Price, Promotion, Place] to plan and execute its marketing strategies. And its aim is to create a market for their company's products…