Featured article

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Clients with particular needs

Tomasz Kalko   Sell it in English 5/2018

A conscientious sales representative knows how to build relationships, meet customer needs and expectations, and conduct a benefit-based presentation. How can these structures of the sales process be built in contact with an unusual, sometimes difficult customer? How do you adapt yourself and the procedure to a customer with particular needs?

Strategies for success

Meet me, like me, trust me, and pay me

Karol Froń   Sell it in English 5/2018 On-line only
In a world where the client can only pay attention to one message for eight seconds, you have to stand out. So, if you do not immediately give him a reason to get to know you better, you’ll lose your chance to establish a collaboration. Can you afford it, with the competition breathing down your back? In this article I’ll show you how to acquire clients and sell services on the local market using a few simple actions.
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Life cycle of product strategy - how marketing can help in sales

In marketing there is a concept of the product life cycle. Products, just like people, are born, conquer the market, live and die. Most of us remember VHS tapes, film cameras or floppy disks, which now have virtually no use. At the same time, novelty items appear every day, like a phone with face recognition or 3D printers, which we could only dream about a dozen years ago. How does the product life cycle affect sales?

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Using referrals to gain leads

Nicola Lutz   Sell it in English 5/2018

Referrals are an often-ignored part of the sales process, which is a bit daft, really. A referral is a ready-made lead for you, has ‘trust’ written all over it from an existing client, is more likely to convert to a sale and has a longer sales life span. So why is it missed out of the strategy? When did we become all shy?

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Decide on time, time to decide

Have you ever had a situation when you were sure that the client would buy a product/service from you, and then in the end they decided to go with the competition, or not to buy at all? How did you react in that situation? Sad, angry, insulted? Or maybe you tried to find out the reasons for this decision so you can react better in the future?

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What is a sales process and do you need one?

Nicola Lutz   Sell it in English 5/2018

A sales process is a series of steps that aim to get your prospective customer to buy, and then to rebuy. It gives sellers a framework for their activity. Each of these steps involves interactions – sometimes one, sometimes many, and can take different forms, and involve different messages. A good sales process helps someone to sell at the most effective speed with the correct messaging and leads to the best outcomes.

Skills academy

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Negotiations in practice: Analysis of negotiating positions

Negotiations, understood as a communication process aimed at getting an agreement, are an essential tool in the work of a sales person. Without having some degree of negotiation skills, no seller should even dream of being successful. And although, in practice, the success of a transaction is often determined by just one factor, such as price, it is worth knowing how to prepare for negotiation, how to recognise negotiating positions and how to use this knowledge in the whole sales process.

Psychology of sales

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Attributes of Sales Eagles

Over more than three decades, our firm has worked to improve the performance of more than 1.5 million sales professionals all over the world. Consistently, we find sellers fall into three categories: Eagle performers, Journeypeople and Laggards. What are the attributes of the representatives in each of these groups, and how can they become a Sales Eagle?

Customer relationships

Clients from around the world: Great Britain

Małgorzata Kluk   Sell it in English 5/2018 On-line only
About 20% of the 65 million people living in the United Kingdom are foreigners. Of course, these proportions are much higher in London and other major cities than in other areas. Shakespeare's homeland has been attracting citizens of other countries for years. What makes this place so attractive? The combination of tradition, history, and attachment to the monarchy, with innovation, a cosmopolitan environment, and a fast-paced lifestyle is a unique phenomenon on a global scale. It is extremely difficult to compare the culture of England to Scotland, Wales, or Ireland. This article aims to provide a general outline of British culture.

Technologies

Podcast your way to clients

Michał Lisiecki   Sell it in English 5/2018 On-line only
Using podcasts to attract clients is becoming more and more popular. Relatively few companies and salespeople are aware of how effective this tool can be in building client confidence and converting potential clients into actual clients. However, the number of sales podcasts is constantly increasing, so the sooner you start your own, the more chance you have of success.

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