I remember the time I met “Countrywide Financial” in Chennai for a software solution for their loan processing team. The interaction, the experience, and the subsequent proposal that the Projects Team & I put together was a learning experience in itself and the lessons learned in the process are not something they teach anywhere. During… Continue reading How to sell more by being Human!
There were two brothers. Their dad had passed away. Now, the property left by the father had to be split between the two sons. Left to themselves, they will fight with each other. Even if they don’t fight, they will be left with some unhappiness. But there’s a way out. What’s that? Just hang on… Continue reading How to split the Accounts?
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 at our company. I specialized on AV. [That was not my choice but my manager’s.] The whole market was mine to take. No account restrictions.… Continue reading The strategy used by a competitor….
What you stand to lose by not using metaphors in your communication? Before I get to that, let me talk about what happens in a typical sales process. We generate leads, qualify them, nurture them & when the timing is right, we take them through the sales process. We expect to move that prospect from… Continue reading Using Images & Metaphors in Sales!
I am a great fan of emails. Even after whatsapp, messenger, skype etc, email still holds its place in this era of instant communication. But do we really know how to write an email? How to write an email that sparks interest in the reader’s mind to know more about you, your company, your products… Continue reading How to write good emails?
I remember the time when my ex-colleague gave a talk on BI/DW during the year 2000. He was talking about how retail companies are making use of it etc. He quoted an example: How retail outlets are placing nappies & beer bottles next to each other to see the sales soar on Friday evenings. He… Continue reading Amazon Go
He is a small time real estate developer in a neighborhood locality in Chennai. He doesn’t advertise at all. He doesn’t cut corners. Instead, he delivers a good quality. He completes the project as promised, on time. He lives in the same locality in his own house built by his company. He follows the law… Continue reading Builder Par Excellence!
Two true stories, today: Customer Care team at a food products company received a call. Customer: I recently bought a pack of your Parota. This is not the first time I am buying this. I love your parotas. There is no complaint on the quality even now. Agent: Thank you so much Ma’am. Please continue.… Continue reading True Stories!
“Somebody belongs somewhere”. What? Say that again. In this day & age, we are still seeing inequalities of all kinds in employment. Recently, a fast-food major, tweeted something that was not in good taste. I was shocked to see that. So, you will do anything to get clicks. Right? Utterly wrong. And so cheap. Does… Continue reading “Somebody belongs somewhere”
I remember my days selling Microsoft Office & Lotus Smart Suite, Lotus Notes [Domino] & MS Exchange, Oracle Work Group Edition & MS SQL Server, SCO UNIX Openserver & MS Windows NT. Depending on who I am selling to or who I am selling against, I used to propose one of these two competing products.… Continue reading Who is your customer?