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!
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!
It was around 8 pm. I was in office working on a proposal. There was no one else. The phone rang. I answered. It was Shiv, Head of Sales with one of our Reseller Partners. I was with Sonata, a major distributor of various packaged software products in India, then. Shiv wanted to speak to… Continue reading Working with Reseller Partners calls for some skills!
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 at our company. I specialized on AV. [That was not my choice but my manager’s.] The whole market was mine to take. No account restrictions.… Continue reading The strategy used by a competitor….
I was patiently waiting at a clients place to sell a particular software, let us call “Product A”. I knew before-hand that I am likely to meet a foreigner, a Brit working in India. And I was there to solve an urgent problem. That was a UK company into oil exploration & drilling on the… Continue reading Match the speed of your Prospect!
How many times have you been so close to closing a sale but lost it in the end? I have been there many a times. But I didn’t lose the lesson. Let me sum up my learning and guide you to make a successful closing. 1. Ask for the order: If your prospect keeps postponing the… Continue reading 15 Tips for Winning a Sale!
We all want to close more sales. Right ? Let us understand what it takes to close more deals. First and foremost, I am sure you have heard this: Don’t rush the sales process. And don’t delay it as well. The right speed is what will determine the outcome. The speed that matches your prospect… Continue reading You can close more sales, if
Marketing department in an organization uses 4P [Product, Price, Promotion, Place] to plan and execute its marketing strategies. And its aim is to create a market for their company’s products and services, if it is a new product or a service. If it is not a new product / service, then their aim is to… Continue reading Things to remember during a follow-up call
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… Continue reading How to eliminate the resistance to buy ?
Not the exact phrase, I mean. Or even an equivalent phrase that means the same but replaced with your products / services, say for ex: “Get on board, Sign up soon”. No. Instead, what I am asking you to do is this: When you align with your prospects and travel with them in their buyer’s… Continue reading Tell your Prospects to “Jump into the pool”