Giving, The Secret Recipe To Improve Your Ability To Sell

- Rajesh Nair

In today’s digital world, we often celebrate rainmakers and great salespeople. Be it FMCG, technology or consulting solutions, the top dollar is the reward for being able to convince others to buy a product or service. There is more business literature on ‘selling’ than that on all other management disciplines put together. If you look at all the training programmes of corporations across the world, you could see that majority of them deal with sales, directly or indirectly. The scene from Hollywood movie ‘Glengarry Glen Ross’, in which the character portrayed by Alec Baldwin ridicules a bunch of real estate salesmen, is one of the most-watched videos on ‘sales’, and his philosophy, ‘ABC’ – Always be Closing, is on the desk of several entrepreneurs and CEOs. So, where do I differ?