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Rivalry amongst sellers in a constricted market space is customary and companies incessantly battle it out, because the arena is extremely lucrative. The toughest competition is witnessed in the highest demand markets and a couple of percentage shifts in market share changes the dynamics drastically. History is replete with rivalry; Ferrari vs. Lamborghini, a 47-year-old sustained feud, Coke vs. Pepsi, the mother of all ‘dog eat dog’ unmerciful rivalries, Reebok vs. Nike,… Read More

All of us have taken driving lessons and one of the aspects that they teach to the point of indoctrination is the usage of the hand brake. Whenever the car stops for more than 5 seconds, the hand brakes have to be applied. For a ‘hill start from still’ position, or maneuvering on a camber, this is a mandatory technique to prevent a roll back or slide but even on a flat… Read More

Zig Ziglar had stated that ‘Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.’ Sure all these could be true from a customer’s perspective and if indeed these five conditions persist then it is prudent to leave the prospect alone. In fact in standard prospecting parlance, such a position wouldn’t make the firm qualify as a ‘prospect’ anymore to the selling organization. Sales people move… Read More

Hunting in common parlance means to chase, to pursue, to search, to seek for, obtain and to scour. Mainly it was for subsistence (as in food) or for a profit (tusks, animal hide, skin etc.) or a sport (was construed as a royal sport in certain cultures). Hunting for food was the way mankind survived once. Today it isn’t so. In the civilized world, one doesn’t have to hunt for food but… Read More

Sales people are elated when they receive the RFP (request for proposal) from the prospect’s firm; after all it has been secured after rotating on the head of the pin for 3 to 4 months. Large deals in the market place are not put up without concomitant due diligence by the buyer hence even to get qualified and receive an RFP is perceived as a milestone. The prevailing rationale is; at least… Read More

Speech demands 100 orofacial, laryngeal, pharyngeal, and respiratory muscles. Air from the lungs (expiration) needs to be phonated through vocal folds of the larynx and resonated in the vocal cavities shaped by the jaw, soft palate, lips, tongue and other articulators. Pavarotti had a huge jaw hence could attain remarkable cavity space and voice resonance. The generated voice, with the help of facial articulators (mobile & immobile structures of the face) adjust the… Read More

Why do people seek selling as a profession? For that matter why do people select ‘a’ specific profession? Do people select their formative job with a well informed and well thought out strategy or do they get conveniently lassoed into the job due to placements they secure, existing vacancies, good starting salary, company culture, because they have invested in a certain type of education, yielding to the ongoing trend (Finance, IT, Engineering,… Read More

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