Prospect Engagement Model

Leads which have a potential to buy your product or service but have not yet decided to do so are known as prospects. These prospects who say “NO” to the sales call need to be suitable engaged on a “Journey from No to Yes”. How does one do this? We have to conduct a “From…

Know your territory like Shivaji Maharaj

What is so great about Shivaji Maharaj? He practiced the art of Guerrilla Warfare. This was possible due to the in depth of knowledge of topography from where he operated. He knew every canal, ditch, cave, hillock and mountain of Sahyadri Hills. He would drop a bomb on advancing enemy from a hillock and vanish…

Customer Loyalty Index(CLI)

The salespersons approach towards “Customer” depends on what you do with the customer between two consecutive sale made to the customer. Normally , it is the service engineer who often surfaces between two sales either for preventive or reactive maintenance. What possibly can be the agenda of the salesperson for such meetings? What is the…

They Select as you Reject

While hiring members in your sales team you set out with a view to select the best whereas the prospective candidate on the other side of the table is ready to reject you and finally select the best option left for them. This is indeed paradoxical. We need to understand whether we are in a…

Theater as Pedagogy Tool

There are many things that we know but never practice. Awareness of good practices does not warrant the practice of the same till such time there is an inner acceptance of the same. This can only come through All these deliverable s are achieved very well through the format of “theater”. In continuations with this…

Blackholes in Customer’s Mind

The customer’s brain has a fatigue factor. Psychologists say that when a customer assesses 7 options in continuity for a given product range or service his mind is said to suffer from fatigue. It is therefore important for salesperson to understand that they would make a smart move by demonstrating the product which they want…

Customer Complaint is a Gift

An organisation which is not very “Customer Centric often feels that “Handling Customer Complaints” is the job of Customer Service Dept. This is not true at all. Why should we treat customer complaints as a gift? 1. A customer who comes to complaint represents at least 20 more customers who could not find time to…

Customer Satisfaction and Content

Wife , Girlfriend and Customers are never satisfied. They love you so much that they always expect something better and new from you. While they do appreciate your last service, they immediately compare your next service with something else new that they see in the market and always wish that you should be the best!…

Sales is a Probability

Sales is always a probability of meeting the “right person” at the “right time” with the “right offering”. Does this mean that “Selling Skills” is a misnomer? Of course not. Selling skills is required on the probable subset of prospects who are ready to talk to you and listen to your sales story. If it…