Creative Way of Getting into a Competition Account



Ratan was working in Marriott Chennai and received the information that Vice President of OfficeTiger USA was put up in Hotel Park, his competitor. The VP was staying with his wife and 4-year old daughter and was to stay in that hotel for six months. Apart from him, there was a possibility of a number of his executives from US visiting India.
How did Ratan managed to move the customer from The Park to the Marriott? One day Ratan brought a cute soft-toy for the kid and got it delivered through the front-desk.
He also managed to get the birthday details of the kid. Ratan approached his management and asked whether it is alright to host a small party for the kid staying with her parents in a competitor’s hotel. After receiving the approval, he arranged the party and also invited some of his in-house guests in Marriott. What would happen to a mother if she receives a message that a birthday party has been organized for her daughter (with no strings attached) in another hotel? The family had such a great time that the next day they moved to Marriott. Subsequently Ratan was able to close a deal worth 400 room-nights through such a party!

For more such creative insights on Creative Salesmanship refer the sales book on value Selling considered as A  Definitive Guide to High-Value Enterprise sales Contextual Selling by Rajan Parulekar
Contextual Selling: A New Paradigm for the 21st Century by Rajan Parulekar.
Please refer the e-book for more details.
Please refer www.paradigm-info.com for ordering the book.
                        OR
You can also Buy this Book through Flipkart & Amazon Websites by  by clicking on 
Read more

Comments

Post a Comment

Popular posts from this blog

Why market pulse is more critical than a superior product design?

Image
In the early 90s Airbus and Boeing, the two major players in commercial aircrafts decided to come together to manufacture Very Large Commercial Transport (VLCT). Later on both the competitors parted ways as their business strategy could not synergize. Ultimately in 1994 Airbus decided to go solo on this venture and the project was codenamed A3XX. And thus the first flight of A380, the largest commercial aircraft happened in 2007 which is a double-deck, wide body 4-engine aircraft with 6000 square feet of usable space, 40% more space than its nearest rival product Boeing B747-8. A380 could accommodate 500 seats in 3-class capacity (Economy, Business and First Class) or 850 in an all-economy class. With several delays the project cost escalated from the initial 9 billion to 13 billion Euro Product Pricing and Positioning : The A380 had a seating capacity which was 5 times the Airbus A320 Neo but the price point was 4X . The List price of A 380 was $430 Million whereas A320 was $10
Read more

Best Sales & Marketing Book Which Can Help To Improve Your Sales

Image
Contextual Selling – A New Sales Paradigm for the 21st Century , a Sales Book authored by  Rajan Parulekar  is written for sales professionals who are into sales of B2B , High-Value Industrial/Projects/IT/Services. It is also recommended for entrepreneurs from SMEs, start-ups who wish to develop a Winning Sales Strategy . The Sales Book covers the entire value-selling process starting from Prospecting, Objection Handling , Negotiation , Key Account Management to Order Closing . Financial acumen essential in achieving the desired Top-Line ( Revenue) and Bottom-Line ( Profitability) makes the book practical . Written in a simple and easy-to-understand style, it is for those who feel their top-end products and services deserve a premium!  What do buyers say about the book! The 313 pages Sales Book is available in print version ( Company Website ,  Amazon  and  Flipkart ) and  e-book  format (  Amazon ).  Read more for Contents…
Read more

Does Reverse Selling appeal to Customers/Investors?

Image
These are some reasons why you should not buy my solution? What would be your prospective customer’s reaction if your introductory slide were to have the above message? Most of the managers feel that the above is nothing short of a Harakiri! In Originals – How Non-Conformists Rule the World,  Adam Grant, an American Psychologist at Wharton has turned the conventional logic on its head. Rufus Griscom and Alisa Volkman  were appalled by false advertising and bad advice about parenting and started an online magazine and blog network called Babble. They wanted to challenge the clichés about parenting. In 2009 when they approached investors they made presentation before their investors with a typical sales pitch. In two rounds they realized that their unbridled enthusiasm was perceived with scepticism as salesmanship with a hidden agenda. Remembering the adage, ‘insanity is doing the same thing over and over again and expecting different results’ they decided to change the
Read more