Make them want you. How to make clients chase you for business

Never follow up with your customers. These are the notes from my conversation over a zoom conference call with Suresh, CEO founder of MacApp studio, Chennai. From extremely humble backgrounds, hailing from the interior part of the southern Indian state of Tamil Nadu, Suresh now runs a multi-million dollar IT services company in Chennai Why … Read more Make them want you. How to make clients chase you for business

Be the “Muhammad Ali” in your Selling career

In corporate B2B Selling career life isn’t very far off from what we face in our personal lives. We see downs, failures, depressions, pressures, criticism, politics, and a host of negativity that requires us to face them chin up.

Your Sales career
Fight like a boss

When things go wrong — DON’T QUIT. Fight it out like Muhammad Ali would have done against the best of his adversaries. Quitting is easy, no wonder people quit all the time.

Quitting is a facade to what is actually escapism in reality.

We think escaping our current scenario would lead us to a land of roses.

In reality we encounter similar people, personalities and scenarios manifested in different forms.

Fight it out. Stay there long. Take some punches. Know for a fact that your time will come to deliver some as well.

You should also read How to Put yourself in Harm’s way.

Take a stance

Develop a stance to be with the right, bold and fair people and situations. Ali had a body language and demeanor of a “winner already”. People respect righteousness and bold behavior.

There are bound to be times, when we feel ignored and walked over.

Let people know that you don’t like it and isn’t acceptable to you explicitly.

Work on alternatives that would suit you and the organization.

Rarely in our work places we see strong people, with strong opinions getting a raw deal because they choose to shape their careers by being with right people and showing up at the right places. Right is might.

Take those punches well in your Selling career

Lets look at tough times in our working lives.

New assignments, non amiable co workers, wrong projects and how can we forget politics.

There is no fun in getting punched and then quitting.

The real game is in staying there long enough, getting those blows, falling down and rising. People with great and long careers didn’t reach there with an easy stroll — they would have fought for it and fought well.

Pain makes us stronger. Cultivate mental toughness because we are here for the long.

Hit with a strategy

Ali was famous not only for his powerful landings but also for his wily and foxy moves.

He could judge and measure his opponents so well, that he knew when and where to hit.

Understand what you are up against. Detach and assess the situation.

Break it down issue wise. Start hitting. Hit them with a purpose to dissolve them and see them falling in front of you.

I refer to people, tasks and situations as “them”.

Don’t hit when you haven’t thought well enough. You will look like a maniac and wreck. Calm down, internalize and then hit.

The best way to test our toughness and resilience is to be in negative situations and with equally tough people.

Don’t duck them. Get muddy. Get sweaty. Fight’s on.


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Discomfort is your best coach

You want to grow fast? Make discomfort your friend, ally and a coach. A coach no doubt is a person who shows your the mirror and guides you. Let’s see how you can push yourself from your comfort zone and make discomfort your coach.

“Nothing grows in the comfort land while there is gold in the discomfort patch”

I keep getting pitched by these young blokes just out of college trying to sell you DK DVDs and some BBC glossy books.

They have no option but to earn by hustling on the streets.

I have been seeing these young men and women for long and may be couple of years back I had bought something from them.

Its a tough racket.

It was around 6 pm and I was getting down my car trying to get into my grocery store and these young boys, looking desperate and tanned by the Indian sun, in their bright orange T shirts approached me and started their usual hustle trying to sell me some encyclopedia.

Obviously I wasn’t going to buy; I was tired and wanted to just ignore them.

Related post : How to be a fighter in your sales career. Read here.

I don’t know what hit me; I engaged with them and thought of doing an impromptu on-the-street-sales training.

I asked them if they had any sales training at all. All they were told by their agencies, is to be polite and rattle off as fast as possible to potential middle and upper middle class gents and ladies getting off cars. 🙂

I told them I wanted to give them something free provided they are willing to listen to me.

They agreed, which was a relief for me since I thought they might just ignore me and walk off to another car owner and pitch them. It would have hurt my ego.

The coach starts working

Asked them to speak slow, have a smile, look straight into the customer’s eyes and ask them if they owned “world class” books and they could get lucky on the spot if they bought, because of the discounts.

If the customer speaks, do not interrupt, nod with the same smile, tell them they again, it would be good for their kids or use it as a gifting option.

And at last, “2 Nos from the customer and just go”. Wished them luck and was moving away. One of the guys asked me if I could show it to them as to how its done. Holy cow!!

Again I don’t know what hit me, I thought this could be fun and this will be a real test of me and I didn’t want to fail in front of those just-hatched chicks. I took one of their ID cards, carried the goods in my hand and straight went in to a guy who looked equally tired like me, getting out his car.

Asked him if he thought these are great books and if he owned them.

Thankfully he didn’t have them and he was new to the city. I told him he could have these books at throw away price.

He said, maybe some other day. I said, this offer is today and its at the price of a medium pizza. That caught his attention.

He paid me 700 INR and the deal was done under 10 minutes. Sold him 2 encyclopedias!! Whoo hoo and Phew! Relief.

Went straight to those guys whose eyes were now projected out of their sockets and were looking at me like they have spotted a movie star. Told them to stick to basics and never give up.

Keep smiling and be proud of what they are doing. They couldn’t stop thanking me.

I loved doing this on the street.

I know I was lucky, extremely lucky however it taught me to stay in the edge, be on the streets, meet more people and sell more.

I loved putting myself in harm’s way and getting a small kick in the bargain to have done it, just like bungee jumping.

Don’t wait for a coach to appear

If you are serious about getting a coach, they wouldn’t show up at your place providentially.

You always don’t need a coach who happens to be a person. Your situational awareness can be a great coach.

Try doing things that you have never done.

If it helps you grow, amplify what’s working for you and do more of it.

Why not?

What crazy and whacked out things have you done lately?

These are the 3 people who suck at Sales!!

Disclaimer: Let’s face it, there are tons and more tons of written information out there on Sales, Lead generation, Marketing, and anything and everything to do with business. I run the risk of getting my content lost in this massive ocean called the Internet, however, I thought my version of this story should come out, … Read more These are the 3 people who suck at Sales!!

The Eskimos don’t need your fridge. Don’t be that Salesman!

After a long time, I heard a senior salesman who claimed that he could “sell a fridge to the Eskimos”. This used to be a compliment, I guess many decades back but now it somehow sounded dumb. He said and I quote verbatim, “I breathe and eat sales. I can sell a fridge to an … Read more The Eskimos don’t need your fridge. Don’t be that Salesman!

The best $1 Mentor ever. Billion dollar advice for free.

We sales people are always hungry. Hungry to learn more via coaching, training or via a mentor. Without mentors sales people can get seriously lost. And with the right mentor careers can just take off. Let’s read how I found one of the best mentors ever at one dollar. Seriously, a dollar.   “We shall … Read more The best $1 Mentor ever. Billion dollar advice for free.

Introverts are Sales Rockstars. 5 actionable strategies.

Let’s face it, introverts believe they are entitled to a lot of things including success fame and this stems from the fact that most tech founders who happen to be Introverts also happened to be somewhat good students in schools, getting attention of the teachers and appreciation from their peers. Now cold water on the … Read more Introverts are Sales Rockstars. 5 actionable strategies.

How to use powerful questions for amazing sales hiring

Sales hiring is the most difficult part of any company which is growing and desperately needs new blood. Sales people are smart but are also sly. You can’t catch them if you dont have the right hiring skills. Let’s look at some of the powerful questions that can be deployed right away for sales hiring. … Read more How to use powerful questions for amazing sales hiring

Why salespeople are jealous and how to make it powerful

Salespeople are competitive and they love being challenged. However sometimes we see ourselves in situations where jealousy take over and we see our own colleagues as enemies. Why does jealousy breed within salespeople in the first place? Let’s read how can we use it to our advantage to make it a positive powerful force instead? … Read more Why salespeople are jealous and how to make it powerful