Tag: case study

Case Study – Mastering Body Language for the Sales Process

Case Study – Mastering Body Language for the Sales Process

Ravi Shah was a successful salesman with ShoeShine company, which made all sorts of polishes, brushes and other related accessories for footwear. Just recently ShoeShine had come up with a new product, ShoeGel, which was a shoe shine with anti fading qualities, which would make leather shoes last longer. ShoeShine was looking for innovative ideas […]

By October 22, 2017 0 Comments Read More →
Signals that Customer is liking your Sales Pitch

Signals that Customer is liking your Sales Pitch

The meeting set up between INV’s Sales head Vikram and one of the better salesman of ShoeShine, Ravi was unplanned one. Ravi was trying to strike a tie-up deal with INV, so that ShoeShine could get better recognition in the market. Vikram was maintaining a good level of eye contact with Ravi and nodding in […]

By December 4, 2013 0 Comments Read More →
Detecting Customer’s Fading Interest in Sales Pitch

Detecting Customer’s Fading Interest in Sales Pitch

  Until the entire sales meeting or process is not entirely complete, you might catch the customer shifting into the negative zone at some point in time.  If you definitely observe the customer displaying congruent signals indicating the same, it is good to be able to spot these. You can then help the customer transform […]

By December 4, 2013 0 Comments Read More →