When Customer says he has no requirement

A number of salesmen call me asking how to get into new accoounts. The conventional way of calling may not work quite often. One needs to to think creatively.

For example, one of our sales  Sales executives, Ramprasad was trying to get in touch with an HR executive called Amarnath from an Engineering Company called DMAL ( Name Changed) which was into Electronic Test Equipments. For quite a while he used to call him over phone. The only answer was: we do not have any requirement, we shall get in touch with you whenever we have a requirement. This went on for almost three months.

One day we decided to think differently. We sent a company brochure directly to the Managing Director ( bypassing Amarnath) called Parthasarathy. Within two days we got a call from Amarnath arranging a meeting with the MD. And they say rest is history. We were able to close the order in a two calls.Over the next two years we had a number of assignments from the client.

Moral of the story: When your propsects tell you there is no requirement it is an official response. We learnt that Amarnath per se had no authority to take any decisions. If you cannot get response through option A try option B. If not try option C.

If you have similar success stories, please do share with us.

For more details please refer "Contextual Selling" by the author at:  www.paradigm-info.com 

Contextual Selling

I am pleased to introduce my new book Contextual Selling: A New Sales Paradigm for the 21st Century. I have been into sales training since 1995. Till date more than 10,000 Managers and executives from 500+ companies have been benefitted by our programs.

Circa 2004 I asked myself a question : Is it possible to become an author? The thought was quite scary. Some of the negative thoughts which came to my mind were:
- Writing needs discipline. It is quite painful.
- I am travelling so much, I do not have the time.
- I do not have either the talent or flair for writing.
- Even otherwise there are enough books: be it the Strategic Selling by Miller Heiman, SPIN Selling by Dr. Neil Rackham ,1000 ways of closing a sale by Zig Ziglar etc. why waste energy?

Till 2005 nothing happened if anything happened it was a mere fluke! I could hardly write 18 pages in the entire 2004.
But then a miracle happened : I asked myself a different question? why not? Are these so called branded books like Strategic Selling, SPIN selling really that great?
Friends , the answer which came to my mind in 2005 was more insightful. There was no book which talked on Enterprise Sales from an Indian perspective most of the books had an American slant. Whereas books like You can win was more of motivational stories.
That one thought made the difference and Contextual Selling the first Indian Trademarked Sales Training program could see the light of the day on 11th June 2011.
Contents are available on our website.

For more details please refer "Contextual Selling" by the author at:  www.paradigm-info.com