Tag: consulting based sales

Sales

Tips on how to sell to a CIO by a CIO

Today, I was attending a sales training workshop and we had invited a CIO to share his experience on buying and dealing with so many vendors who pitch their products and services. He shared his thoughts on the do’s and don’ts about selling to a CIO. Do’s: Do your homework and understand the CIO better. There are people who want to be buy into a vision and then there are people who buy into a product/service. Tailor your approach and presentation accordingly. If you try to mix them up, it is almost impossible to get a sale. Know when to […]

Sales

To sell more, stop selling

This may sound counter-intuitive but if you want to improve your sales, you need to stop selling and start to solve problems – known and un-known. The following process has really worked well for me: Listen to your prospect or customers. Ask them some probing questions around what is troubling them now or could trouble them in the near future Listen to what they tell you. In my experience, customers usually start by telling you that everything is great and there is nothing troubling them. Once this is finisher and still you do not interrupt them, then they will come […]