This blog is for you if you are in sales. To be specific, solutions sales. Here is how a sales person who works for a technology company and is responsible for selling Wi Fi infrastructure told a story in a sales storytelling session I recently conducted. We worked with XYZ which is a large events venue. The problem statement we got from the client was - A lot of the time our guests who are here...
This blog is for you if you are a sales professional. Recently I met a lady who had posted a chest of drawers she wanted to sell online. I had seen this chest of drawers and I wanted to buy it. So, we fixed a time for me to swing by and have a look. I walked in and the lady told me all great things about the chest of drawers and then in the end she said, " I am not trying to sell you this". That...
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...