Winners, prepare to have a "Probing Dialog"!

I have already made my point that the consumers and customers have easy access to know your product and review the product features and competitors. So what can they not do on the Internet? That my friends is now the key to be a winner- Probing Dialog!
Sounds simple? It is but then it isn't.


If you get some time to prepare, it could be a tad easier. If you are in B2B business , you are in luck. You can do the same thing a consumer is doing to you- surf the web, check the news reports, check the products they sell, any reviews about the company. If they are public and global it becomes even easier as there are certain things they have to divulge by law.

Now go a step further- research any information that would pertain to the usage of your product.

If you are in the B2C business , the game plan changed a bit. Now you need to be a little more of a research agent about demographics , usage patterns, regional preferences.

In both cases- beware- be no hostage to any filters - the real customer profile must be built only through probing dialog!

Since I have dedicated my professional life to B2B - this is what I shall tackle first. B2C will come second - tackled through the eyes of a very difficult but consumer friendly customer- ME!

So the next post will talk about combining plain old common sense- "pocs" with modern analysis , technology and preparation to have a probing dialog in a B2B environment.

Sales is Dead- You better be a Winner!

This is a departure from energy directly- but in a unique way it is a call for all people related to think about the real deal- saving energy and money for customers-

Every now and then an idea changes everything because the only thing inevitable is change !
The internet and globalization has changed sales- in fact sales is dead!
If you are a sales manager, salesperson or even a high energy entrepreneur you have to read this series to survive the next decade-after that even I can not predict how sales will change!
Remember the time you went to the local dealership or local store to compare and find out about everything from kitchen appliances to cars? That meant that your friendly sales professional could just read thesales guides prepared by some marketing folks in the back roomor corporate head officed, follow the simple principles of the legendary "how to win friends and influence people" and Voila - you said we met a very knowledgeable sales person!
Mr sales person reading from a marketing collateral- your time is done! and oh yes if you thought you can cut a deal- then someone around a click can and will better that too- ouch- most businesses just ran out of ideas!
So how do you sell to the internet , overly information bombarded, craiglisted, ebayed, googled, yahood, angivised generation of consumers?
You don't! You win them!
This series will provide insightful methods for winning the new consumer and for sales managers- this book will provide infallible advise on how to build a team of A class players who can win over!