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A Sales Trainer's Honest Take, From the Indian Sales Floor Why Prospects Ghost Salespeople Let me start with a confession. Twelve years into training sales teams I have been ghosted more times than I can count. And every single time, in the beginning, I took it personally. "Why isn't Sharma ji replying? We had such a good meeting!" Turns out, it's rarely about you. It's about them, their fears, and a few very predictable psychological patterns. Once you understand why prospec

The Hidden Person Who Actually Closes the Deal The Invisible Decision-Maker in Every Indian Family One of the biggest mistakes salespeople make is believing that the person sitting in front of them is the decision-maker. Many deals are lost not because the customer said "No." They are lost because the salesperson never met the person who actually mattered. After training sales professionals for years, I've realised something interesting. In almost every Indian family, there i

The Prospect Either Sells You That He Can't Buy, or You Sell Him That He Can and Should Buy.