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!
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
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
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…..
It is not about you anymore. It is about them. The dialogue starts with them, their needs or problems, their Industry, the challenges in their industry, their competition, their achievements, awards, recognition, their goals etc. How you align with your prospects during their buying journey and how enjoyable you make it for them will determine… Continue reading How to align with your prospects in their Buying decision process – Part II
What are Sales Methodologies ? Sales Methodologies are nothing but Strategies used in a Sales Process. We will come to the Sales Methodologies in a bit. Let us first look at the Sales Process. Sales Process is a series of steps right from the lead stage to the closing stage. It contains steps from lead… Continue reading Which of these Sales methodologies do you use ?