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 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…
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…
Success mantras are the principles that help us grow and succeed in our life, career & business. These success mantras are the ones that I learned in my entrepreneurial venture.…
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…
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…
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…