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 / Solution Selling Consultative Selling Do you have a proven Sales process ? The steps right from leads / cold calling / known universe to … Read more
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, … Read more
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. … Read more
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 … Read more
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 … Read more