Customer relationships

no. 10/2020

Why do clients keep quiet after getting an offer?

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When you’re going to send someone an offer, don’t just put it in an envelope and stick it in the post box, save yourself the 50 cents! This golden rule was created by Brian Tracy in the late 20th century. Times have changed and today hardly anyone sends offers by traditional post, but the rule itself still applies.

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no. 10/2020

The pre‑negotiation jigsaw puzzle

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The process of preparing for negotiations and its significance can be summed up in the following sentence: ‘51 per cent of the negotiation process should happen before the bargaining begins’. What contributes to this 51 per cent? The basic principle for every negotiator is System Thinking and Acting (STA). We will describe this here.

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Open access no. 10/2020

Why sellers often misunderstand and overvalue the meaning of "relationship selling"

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It is true that many people buy from people that they like. But is that all that sales professionals need to be a good “relationship seller”?

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no. 9/2019

Accept your customers as they are

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The four basic ‘NO-assumptions’ in negotiations are: DO NOT defend yourself, DO NOT attack, DO NOT argue, DO NOT negotiate the price. If your partner in negotiations presents you with an unexpectedly good offer at the very beginning of a negotiations, don’t accept it; negotiate. Don’t focus on your negotiating position or on your partner’s position; focus on the differences between the negotiating...

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no. 9/2019

The customer life cycle

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Henry Ford once said that the secret to success lies in being able to adopt the point of view of others and look at things from multiple points of view. As a salesperson, you can treat these words as your main motto for the sales process. And then you’ll definitely succeed!

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no. 8/2019

How to be persistent in sales without being annoying

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Persistence pays in the sales profession. According to a study by InsideSales.com1, salespeople should attempt to contact a potential prospect at least six times. Another industry survey2 found an average of eight attempts needed to succeed. Yet another analysis3 showed an average number of 16 interactions recommended to reach targeted prospect accounts.

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no. 8/2019

'Could I ask for a recommendation?'

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Recommendations - an inexhaustible source for acquiring new clients. Organizations of entrepreneurs who exchange recommendations are developing very dynamically. More and more salespeople are reaching clients this way. And yet, recommendations still represent enormous untapped potential.

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no. 8/2019

So, why aren’t you making more sales calls?

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Oooh, a large can of worms opened right there. I mentioned calls. I mentioned sales. For those of you getting past the first line, I salute you.

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