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!
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!
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
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”