Aligning with Prospects

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20 steps to becoming a “Trusted Partner” of your customer

Why should you become a Trusted Partner of your customer? Because, that is the only way you can do business with him/her. Trust can win you business and keep you in business. Old school techniques in Sales do not pay off anymore. So, things like smooth talking, hard persuasion, piling on the prospect, under-cutting, anti-marketing, [...]

How to eliminate the resistance to buy ?

As mentioned earlier in one of my previous posts, the buyer is anywhere between 60 and 70 % of his buyers journey when they decide to contact you or your company. But there is still some resistance to buy. Let us find out how to eliminate the resistance to buy. But let us first understand [...]

Are you on the same page, with your prospects ?

Listening is an art. And Sales people should listen attentively to their prospects and customers, without which it is going to be difficult to make the sale or solve a problem. The prospect always tells us what he / she wants, what problems are they facing and where they need Professional help in solving problems. [...]

By |May 5th, 2016|Aligning with Prospects, Prospecting, Sales|0 Comments

How to align with your prospects in their Buying decision process – Part II

It is not about you anymore. It is about them. The dialogue starts with them, their needs or problems, their Industry, the challenges in their industry, their competition, their achievements, awards, recognition, their goals etc. How you align with your prospects during their buying journey and how enjoyable you make it for them will determine [...]

By |April 13th, 2016|Aligning with Prospects, Sales, Sales Methodology|0 Comments

How to align with your prospects in their Buying decision process – first in the series

It is all about Aligning with your Prospects in their Buying decision process. It takes intelligence, maturity and experience not to be pushy or salesy during the sales process. Instead, understanding your Prospects' Buying decision process in detail and aligning with them in their process will help you land the deal. The power has shifted [...]

By |April 11th, 2016|Aligning with Prospects, Sales|0 Comments