Customer: Kannan, everything is fine. But it’s going to take time. Me: How much time, Sir? Cust: Don’t know. I am meeting the board. It will take some time. Me: When should I follow-up with you? Cust: In a month or two, maybe. Me: Sure Sir. Will do. Is there anything that I can do… Continue reading Closing Techniques!
He was an Operations executive from the Logistics & Supply Chain Domain. His company does “business and advisory consulting for transformation, growth, cost reduction across manufacturing, logistics and supply chain space.” He sent me an invite to connect on LinkedIn. There was no introductory note. But I still looked at his profile and accepted the… Continue reading The moment I quoted my fee,…
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!
That was a specialty chemicals company. They produced PP [Polypropylene] & HDPE. They were evaluating an ERP Software. I had completely forgotten my Mechanical Engineering when I met this client. I had to learn Discreet Manufacturing & Process Manufacturing & the difference between the two. To keep it short & simple, this client had process… Continue reading Selling to Engineering Companies is……a different ball game!
I instantly liked my friend’s job & wished I had such a job too. My friend & I studied Mechanical Engineering together in college. We used to do ‘Joint Study’ often during college. He often made everything look easy & simple. I thoroughly enjoyed studying with him. We graduated. We parted ways. He was fortunate… Continue reading One of a kind Sales Strategy that I stole from a friend!
My worst ever experience with a prospect. Like everybody else, I too write about only my good experiences. But the truth is that the bad experiences teach us what they don’t teach at Harvard or IIM. But still we don’t talk about it. Though the bad experiences are more in number comparatively, I still write… Continue reading My worst experience with a Prospect!
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 Oracle WG / Ent, Scala Vs Oracle Apps etc]. In such a scenario, I was more successful, when I probed deeper & then suggested a… Continue reading How to become a consultant?
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?
#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!
I received a call from an education technology company recently. The lady who called said that she is calling from an xyz company. She then went on to say that we had made an inquiry regarding their coding classes. I said “we didn’t”. She insisted we did and asked me to check. I patiently told… Continue reading Cold call by an Edu Tech Co.,