They say you need to attach "emotions" to your sales pitches. Ok, if you don't do pitches, you must tell stories. Whatever it is, you still need to sell. And…
In my first job, I used to sell two or more competing products in any category [MS Office Vs Lotus Smartsuite, MS Exchange Vs Lotus Domino [notes], MS SQL Vs…
Once I was pretty late into an Account. The deal was almost signed when I entered. I couldn’t change it. Then something happened. I did the unusual.First, I didn’t walk…
Many years ago, in my first job, when I met a prospect in Chennai, India, in a Quasi Government Agriculture related Organization, I had no idea of the term "aligning…
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…
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.…