Lessons learned from “CONSULTATIVE SELLING” Book

The Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels, 7th Edition by Mack Hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales.

I read the book and I found that it very helpful and useful for sales representatives.

Personally, I have met a lot of salespeople who are selling without knowing anything about the customer needs, challenges or strategies and they are selling products features without presenting the true added value of these products. I think you may have faced the same, especially with the infrastructure and equipment vendors.

The book offers some useful techniques and tips to enhance the selling process and make it value driven process to both customer and the seller. I think most of the big companies are using similar approaches and techniques mentioned in the book with different flavors.

I tried to summarize the key points which I think they are important to others while I do recommend to read this book.  Here are the key lessons I learned from this book

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Trade-off Analysis Technique – Make the decision easier

In our daily tasks, personal or work related, we usually face a situation that we have a variety of alternatives and there is a need for a decision process to pick one of them and to decide what will be the best to choose with a certain level of confidence.

These decisions can range from changing your job,  selecting a candidate for a job vacancy, choosing the right software development life cycle, buy vs build decision or others. The common between all of them that they are decisions and they need a decision process.

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In this article, we will discuss the process of trade-off analysis, and an example of different alternatives we need to select one of them. Read more

Essential tools for productivity at workplace

Everyone uses different set tools every day at his/her workplace to finish tasks faster, organize the work, and collaborate with others. Each moment new apps and tools are created and it is becoming harder for us to select the which one to use and which one offers the basic required functionalities which enable anyone to interact and use it easily and retrieve our data at any time.

I would like to share with you a list of tools which I’m using mostly every day in my workplace and personally to organize things, explore new ideas, or even brainstorming. The good about these tools that they are free, portable, and compatible with all kind of devices. I hope you will find them useful.

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Digital Transformation – Just another thought

In the last couple of years, the fancy and sexy terminology the “Digital Transformation” has been used widely throughout most of the industries and become a trendy word. Over the past decade, we heard other similar words, for example, Digitizations, Information Era, Information Age, Digital Society, Information Society, Digital Business and more and more.

In my perspective, I see Digital Transformation as another marketing terminology more than a new science or knowledge. Read more

Countries and Industries array

Many of software developers actually need some standard ready made lists to be used in their applications, some of these lists are Industries and countries.

I added here an array list of standard industries categories and an array list of countries names.

I hope this will help 🙂 Read more