If Business Development is walking in isolated polar regions to hoist a flag of friendship or partnership; Sales is like racing a camel in sahara to win a customer who hates open sky. Then imagine sales through cold calling ??
Cold calling is energy and confidence sapping exercise. But listen to an interesting 'presence of mind' story - when some of my 'breaking the glass' techniques with one of the global giants prospect in sofware product industry failed, I resorted to an old technique - cold calling.
I was kind of not prepared for the call and after a few attempts I got a voice mail. Cleared my throat and started my pitch... as fate has it... I lost my thought track in the middle and stopped abruptly and cut the line.
A 2 minute break did it, I realized where I missed, called the customer again, as fate dictated, I did a remarkable comeback messaging with the following start : Hello... I am Satish and extremely sorry that we got disconnected earlier. As I was illustrating about our strengths on....
Share with me your lively examples of 'presence of mind' in sales and business development.
~ Satish Chathanath
Call : 9884011654
Mail : csadhy@yahoo.co.in
Showing posts with label Sales Technique. Show all posts
Showing posts with label Sales Technique. Show all posts
Saturday, August 16, 2008
Tuesday, July 15, 2008
'Value Selling' - The Case Study Method
Great sales happen when you bet on 'Value Selling'. And the value should be in the thick of the specifics and not in the thin of the generalities. Because customers always look for the elusive value that a seller brings to them. How do you do it?
I suggest a daring method. Try doing case studies by yourself and not be dependent on Marketing or outsourced consultants. Because I think if sales people cannot put in words their thinking and their methodology, they’re going to be hard pressed to verbalize it to the customer. Move away from the usual Marketing style : We sold this solution to 'X' customer, they loved it and hence you buy it from us.
You have to take the customer rung-by-rung through a flow of events that happened between the time they encountered a business pain, saw its impact on their bottomline or the manager's pride and finally unable to explore the right solution. So Here I AM !!
Easy said, isn't it ?!?
I suggest a daring method. Try doing case studies by yourself and not be dependent on Marketing or outsourced consultants. Because I think if sales people cannot put in words their thinking and their methodology, they’re going to be hard pressed to verbalize it to the customer. Move away from the usual Marketing style : We sold this solution to 'X' customer, they loved it and hence you buy it from us.
You have to take the customer rung-by-rung through a flow of events that happened between the time they encountered a business pain, saw its impact on their bottomline or the manager's pride and finally unable to explore the right solution. So Here I AM !!
Easy said, isn't it ?!?
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