This blog is for you if, you want to understand what separates a novice from an expert you are in sales and sometimes find yourself in a situation where the client says, "I don't need XYZ part of your service, but I will just take A." For example, in a hotel, I would buy the banquet dinner but I don't want flowers on the table, chair covers, candles, etc, because I would save cost by not having...
Recently my mentor provoked a thought. He sent me this line "Think story-telling, and the default is to think of ‘telling'—as in verbal" After reading this line a few times.I came to a conclusion that telling is not as important as listening. Especially in sales. My research then pointed me towards a fabulous write up by Steve Denning that points out the importance of Story Listening versus Story...
This blog is part 2 of 2 our Blog Series Storytelling:Interviews or Customer Safari In Part 1 of 2 we understood what is a Customer Safari. In this blog I wanted to share a story of a business leader who went on a customer safari and gained unique insights in to their customer's world which led to better business outcomes. Story as narrated by the Business Leader. I will call this business leader...
This blog is for you if your efforts in getting to know your customer are limited to customer segmentation, traditional market analysis and customer surveys You may think what more needs to be done to understand a customer? You need to understand the person behind your customer. Have an understanding of situation, mindset and behaviour. How would one go about doing that? Go on a Customer Safari...
This blog is for you if you are in sales. What we are focussing on in this blog is the most overlooked, but the most important part of the sales process. No, its not the sales presentation. Let's find out what exactly it is. Over the last one month I have worked with senior sales teams of a few organisation where the task was to spot stories that could be told in an upcoming sales activity. These...
I couldn't remember, so, I did not say is what leads to wasted sales opportunities. I learnt this at Paul Smith's Book Club on SPI and I am so glad that I attended this book club. Why am I glad? Well, its simple. When you want to learn something you look for information but the problem we face is in finding relevant information that makes you say, " I am so glad I found this". The book club with...