Finding a problem that they aren't aware of.Illuminating them of that problem.Making the prospects come to their own conclusion.Applying no sales pressures.Having a ready-made solution to the problems that they…
My recent interactions with three companies were nothing but Mini Masterclasses for free. Let me explain. The first one was a nut company. A company that sells nuts & dry…
I attended a masterclass last evening. The learnings are for a lifetime. Here's the deal: Never speak when your customer speaks. It's rude/impolite & doesn't serve any purpose.Watch your tone…
When I started my career in Sofware Sales, I had a colleague who was good at generating leads but not so good at closing them. His strength & weakness was…
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…
All of us like to buy. Don’t we? We think the product/service that we are buying: is going to make us a superhero.is going to make us look modern.will make…
Why can't elephants use computers? I will come to that in a bit. But before that, I must tell you about my recent experience while buying a high value product.…
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…
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…