Some thoughts, on Sales, Customer relationships, and Business in general: 1. One size doesn’t fit all. 2. Everyone needs to “eat” [read it as “buy”]. 3. They may need supplies today or someday soon. 4. Our job is to explore what the customer likes. 5. Presence of competition in the market proves that no single … Read more
My recent interactions with three companies were nothing but Mini Masterclasses for free. Let me explain. The first one was a nut company. A company that sells nuts & dry fruits for a premium. The premium is to make you think that their products are of high quality. Like everyone else, I too equate high … Read more
I wish, they: Give me heads up first. Champion my cause inside their organization. Really mean what they say. 🙂 Be nice to me [only to me]. and the list goes on… This is what I wish my customers/prospects do. But you know the reality. Right or Wrong? But there is nothing wrong with dreaming, … Read more
When I started my career in Sofware Sales, I had a colleague who was good at generating leads but not so good at closing them. His strength & weakness was this: Sharing too much information & knowledge with the prospect. And confusing them. Enter 2022. The buyer completes a large part of his journey before … Read more
In my first job [Software Sales], I had a very knowledgeable colleague who was too good at opening doors in accounts. Customers were interested in listening to him. The way he spoke or presented a solution or an approach to a solution was very interesting. You would want to listen. You would even start developing … Read more
All of us like to buy. Don’t we? We think the product/service that we are buying: is going to make us a superhero. is going to make us look modern. will make us belong to a cult. will put us in the upper crest. will help us solve our problems. will help us reach our … Read more
I’m a real human! It has now become very essential to state that. With the advent of chatbots, you don’t know if you are chatting with a human or a bot. Whether it is sales or customer service or marketing, chatbots provide the first level of service to customers. In case it does not satisfy … Read more
Why can’t elephants use computers? I will come to that in a bit. But before that, I must tell you about my recent experience while buying a high value product. I didn’t read the reviews from other customers before buying the product. I paid the price for it, quite literally & figuratively as well. It … Read more
I found my niche early in my previous business. I was into IT Recruitment then. Like everyone else, I too helped clients hire whatever skill they wanted to hire. Java, .Net, and Testing were the skills in demand then. Over time, I wanted to do something different. I started telling clients where to hire from. … Read more
How many times have we seen ‘just out of college’ kids carrying some books, stopping you on the pathway or door-knocking and saying: “This is not for Sale. This is part of our project. Take a look at this Encyclopaedia. If you buy this, then this book is free. And, normally this is priced at … Read more