Today, I read a post by Seth Godin with the same title and was struck with just one thought – How many times do sales people see this point-of-view. My take is that this is a blindspot for most of us. I would like to re-iterate the questions again: How much does this type of customer need you?  How difficult is this sort of person to find… How difficult to reach How valuable is a customer like this one… How demanding? If we are able to build our sales strategy based on the answers to these questions, selling would become […]

Today I visited a private bank in Bangalore. There was a person who wanted to open a savings account with the bank and deposit some money. The bank manager went on to inform him that the bank can open a savings account and accept his deposit only if an existing customer of the bank recommends. Here is someone who walks up to your office offering business and the manager almost refuses the business or is willing to do business on conditions. I think this is what happens to a lot of other organizations as well. As the organization gets more […]