I had just then begun to settle down in Mumbai. I started liking the place & the food. I fell in love with the business climate more than anything else.…
Once I was pretty late into an Account. The deal was almost signed when I entered. I couldn’t change it. Then something happened. I did the unusual.First, I didn’t walk…
John Barrows & M. Jeffrey Hoffman conducted the webinar "John Barrows Goes Back to School: Rediscovering the “Art” of #Prospecting" yesterday or today [depending on where you live :)]. I…
Well, I am a great fan of emails. After the invention of wheels, I consider email application as the greatest invention. Even after whatsapp, messenger, skype etc, email still holds…
What Sales methodologies do you use ? Situation, Problem, Implication, Need-Payoff, popularly known as SPIN Keeping it Simple, being iNvaluable, Aligning your activities with your Customer's priorities or SNAP Conceptual…
What is Prospecting ? The process of identifying prospective or potential new clients for your business is called as Prospecting. It is during this process you qualify prospects [or leads]…
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…
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.…