Transforming the Sales Conversation

Very well written indeed!!

Sales is a very voluntary activity. You more or less have to have total control in LEADING your client into the buying mode. It can be done provided you are passionate about the brand / product industry that you are working for. Otherwise please do not even try it!!

Thanks for the referral

Beautiful thoughts.  Useful for entrepreneurs on how to promote their sales (product)/service.  Virag's doubts and Murty sir answer are value added for this input.  A good discussion.  I thank Mr. Vijay for this work.

Mr. Vijay thanks for your comments. I am agree with your example which you given. An that i said also yesterday. Today's time customers are giving very less time for any new company.And for that, i also mentioned as above that length of presentation is depend on customers mood, behavior, attitude, interest etc.

At initial level, normally, it should require to follow up customers, make relation ship then you can spend good time with customers.

Thank you all for sharing your view on this conversation. This place is to share knowledge and i am happy that we all are expressing our views/opinions. 

I completely agree on giving presentation to a new client in outbound sales but the question is does your customer give you enough time on call to explain about your company? 
What i think is to share your success stories relevant to clients industry and also name some of your clients for whom you worked before. This strategy would work much better. 
Now a days there are N number of IT service companies in the market and potential customer is already frustrated with so many cold calls from different companies so where and how do you show yourself different and sound interesting..is my concern. 

I would say after greeting, we can ask a simple question on first call- "Dear Mr. XXX. I am calling from XXX company ...Have you heard of us?" If client says "NO" then your first job is to present your company with confidence and positive way to get attention of client.
If customer knows about your company then you should change your focus to their pain areas and give a constructive solutions which is possible and within budget. Here you can highlight your successful projects with other clients in similar industries. 
You all are expert and experienced in your domain and I would love to hear more inputs and suggestions from you all. Thank you

Mr. Murthy, I'm in agreement with you.  This holds good when a customer is looking for some service or product, either advertised or otherwise.  In that case, as a customer he would like to know, in advance, whether the company represented by the person is able to present a workable solution or not.  In such circumstances, the customer would not be interested in knowing who you are, but certainly allow you to present your company's profile once he is convinced about the solution offered.  If its a cold call, the scenario would be totally different.  Outbound sales in call centres are script- driven.  Every piece of information offered is recorded and monitored carefully, and the sales persons are not allowed to articulate his / her point of view in such cases.    

Yes, Murthy sir.. I agree with you about it. But, sir when a customer call totally new and fresh, then executive need to give brief presentation. For that new customers, no any problem or complain because he does not know anything about product.

And for old customers who are related with company but for executive that customers are new. At that time, i agree with all points that give business card and listen past problem etc...

Virag, I will try to answer your question. You go to the customer, give him your card and give a solution to his specific problems. If the customer is interested, he will ask you about your company's background with specific reference to your company's experience in sorting out the problems. Refer to Point No.3. Muralidharanji, correct me if I am wrong !!

Murlidharan sir, i am also agree with you question that these tips are general or on specific field. I am confused with First point about "Never start with your company history or with an overview of the products.  " because each and every Executive must require to give brief about self-introduction, company introduction as well as Product presentation for Any new customer or consumer. This is basic initial of call. Yes, i agree that the way of presentation may be different. 

Without giving basic information, how customer identify about company or product. I am talking about totally fresh and new customer call. if past executive left company but customers are connect with company and new executive meet that customer , at that time it may understand no need company or product presentation because customer know.

But, for total fresh and new customer call, always it must require, self- introduction, company brief presentation and product presentation. Yes, the length of each presentation is depend on customers mood, situation, his interest etc.

Thanks Vijay for well crafted article.  Are these points very specific to outbound sales for IT Solutions, or generic for all sales?  Could you please throw light on this?