I fell in love with the buying process of one of our prospects. I am trying to recollect my thoughts since this happened many years ago. The prospect, a multinational oil company, was in the market to buy an ERP software. Now, you would think that they must be in a hurry to buy an … Read more
I have often faced objections in Sales. It is a good thing to happen. The prospect has given you a reason to continue to interact with him/her. I had been in various Sales situations and most prospects say “Your price is too high”. Who has not said that to me. I have lost deals as … Read more
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 … Read more