In my 20 Plus years of sales experience, I have come across a lot of books which present a few aspect of sales and others which present some more. However since sales is a combination of hard (Funnel Management, Negotiation skills, Key Account management etc.) and soft skills (Confidence, Attitude, Behavior, Active Listening Etc.).
A complete account of such skills at one place seems missing, which triggered the thought to write my experiences and understandings of Sales process from both Psychological and technical perspective.
Mom! I want to become a sales person when I grow up !!, has never been any child’s dream. Even most of B schools only teach Sales as one of the subject not as a career. Lot of us actually learned tricks of trade from our experiences, colleagues, clients, peers etc. by rising and falling, “The Hard way.” This vacuum led the thought process which culminated in...