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 we don’t like to board a moving train. We got in & found our berths. But there were people already occupying them. There were bags… Continue reading Say “NO”, when you have to!
Category: Sales Methodology
Perspective in Sales!
#Perspective roughly means “a feeling or opinion about something or someone” according to the dictionary. In other words, it’s a viewpoint or standpoint. It has something to do with a person’s cultural background, age, qualification, experience etc. Now, what is perspective in #sales? It is the seller’s point of view. According to a 2018 #CSO… Continue reading Perspective in Sales!
Create a fast paced business climate!
I had just then begun to settle down in Mumbai. I started liking the place & the food. I fell in love with the business climate more than anything else. What were the reasons for the fast pace in business? In one word: Prospecting. A forced one, that is. Due to lack of time. You… Continue reading Create a fast paced business climate!
Microcall
A friend of mine called up the other day. It must have been a couple of years since we met or spoke. Yet, we spoke like as if we last met only yesterday. That’s real friendship. The call didn’t last for more than two and a half minutes. Microcall, if you wish to call it… Continue reading Microcall
Add Value, not Tax!
Once, I was pretty late into an Account. The deal was almost signed when I entered. Can’t change it. But I did the unusual. I didn’t walk away. Instead, kept in touch. Shared some interesting anecdotes from other customers. Over time, I became the most trusted advisor. The customer wouldn’t buy anything without consulting me.… Continue reading Add Value, not Tax!
Track your competition!
Those were the days I was hungry for leads. I used to trouble my tech support guys for leads. Not a good lead source, you say. Hang on. One such day, my tech support guy said “go to xyz [name of a place]” unable to bear my pestering. Not knowing where to go, I knocked… Continue reading Track your competition!
Rediscovering the “Art” of Prospecting!
John Barrows & M. Jeffrey Hoffman conducted the webinar “John Barrows Goes Back to School: Rediscovering the “Art” of #Prospecting” yesterday or today [depending on where you live :)]. I enjoyed it thoroughly. What an energy & insight. Learnt about “Why you? Why you now?” technique to turn cold calls and cold emails to hot… Continue reading Rediscovering the “Art” of Prospecting!
How not to communicate…
Well, I am a great fan of emails. After the invention of wheels, I consider email application as the greatest invention. 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… Continue reading How not to communicate…
Questions to ask yourself about your Sales Function
What Sales methodologies do you use ? Situation, Problem, Implication, Need-Payoff, popularly known as SPIN Keeping it Simple, being iNvaluable, Aligning your activities with your Customer’s priorities or SNAP Conceptual / Solution Selling Consultative Selling Do you have a proven Sales process ? The steps right from leads / cold calling / known universe to… Continue reading Questions to ask yourself about your Sales Function
Step by Step Guide to Prospecting
What is Prospecting ? The process of identifying prospective or potential new clients for your business is called as Prospecting. It is during this process you qualify prospects [or leads] and see whether there is a fit between what he/she needs and what you have got to offer. Why should you undertake Prospecting ? Prospecting… Continue reading Step by Step Guide to Prospecting