“Yath bhavathi tath nashyathi - whatever is created will be destroyed!! Creation is inevitably followed by destruction”
10th May 2012 From India , Bangalore
1) Product should have one or two salient features
More over - we have to create our own brand image -not for the product or company.
This is must..
Chellam. Tamil Nadu.
30th October 2012 From India , Madras
Now, if you are selling B to B, i.e. your customer is another company - its important to know that they will buy only if you either help them make more money (i.e.increase their revenues) or help them save money (i.e. reduce their costs).
If your product does neither of increasing revenues or reducing costs - you are in for a disaster. You'll have very tough time selling (holds good for all the snazzy software systems which are good to have but have no impact on costs or revenues).
Fortunately, a majority of products do either increase revenues or reduce costs. Understand how your product does that and then go tell your client, "Look, this is how we will make more money for you" or "This is how we will save money for you".
When all fluff is gone, this is the sales pitch that works. If a salesman understands this, all else does actually follow.
8th February 2013
1. First meeting is always important and I firmly believe in first impression is the last impression. In first meeting you should go prepared , study company website ,their history , Products, success stories , future plans, latest achievement etc etc. Also do not forget to visit linkedin or facebook profile of the person you are meeting, it will help you to make your conversation more interactive and you can easily win trust of the customer.
2. Need to be patient listener while you are in the meeting , first hear out completely before making any comment . Take pauses and think before making any comment on what customer in trying to say , even if that's foolish.
3. In India it's most important to carry some goodies or corporate gift when you are meeting for the first time . So make sure you get something nice in the meeting. if you are able to break the ice then closure becomes very easy.
4. Now once you have developed a good rapport in the first meeting , you can easily sales anything to customer (obviously if he is in need). However you make sure that you dont try to oversell from day one , first try to give him comfort feeling , show as if you are the buyer and you need best quality in less price. Remember india is very price sensitive market, however they will also need quality .
5. Also while you pitching your product , make sure you get customer emotionally involved . Something like " Sir , I need this deal to meet my numbers. Market is very tough" , "There is lot of pressure on me , My manager is making my life miserable" etc etc. You just need to make sure that you will always have to last right of refusal.
6. Now most important part is ROI , if you can prove ROI then u can walk out with the PO for sure. So make a habit of preparing ROI sheet from day one once you know the exact requirement.
There are many other tactics which differ from client to client , but above mentioned are the generic in nature.
5th May 2013 From India, Pune