Sales & Marketing Management

Why we picked it This piece names the exact trap you are describing: in India, open disagreement often reads as rude, so a prospect will say yes because they sense you want a yes, not because they intend to buy. It goes past diagnosing the problem and gives you concrete moves, asking gentle but firm confirming questions and listening for qualifiers, so you can tell a polite yes from a real one on the call itself. A practical starting point for anyone selling into Indian buyers.

Selling to India: Avoid Assumptions

From Sales & Marketing Management by Gunjan Bagla 8 minute read

• A yes in an Indian discovery call is often a face-saving reflex, so treat it as a question to probe, not a signal to close on.
• Replace vague agreement-seeking with specific confirmation (for example, do you mean yes, you will place an order this quarter) so the prospect has to commit to something concrete.
• Listen for conditions, qualifiers, and indirect hedges, they are usually where the real hesitation lives when a direct no feels impolite.