How to become a consultant?

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?

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!

Open Ended Questions to ask your Prospects

First of all, what is an open ended question? An open ended question is one that cannot be answered with a simple “yes” or a “no”. The person who is answering has to answer in his or her own words. These are questions that begin with a how, when, where, what, why. On the contrary,… Continue reading Open Ended Questions to ask your Prospects

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,… Continue reading 20 steps to becoming a “Trusted Partner” of your customer

Why I love consultative selling and you should too…..

What is Consultative Selling ? Customers’ needs or pain points forms the focal point of the sale. Your product or service does not. You ask open ended questions and listen. In the process, you learn what is the pain point or needs of the customer and you propose a solution to address that pain point.… Continue reading Why I love consultative selling and you should too…..