Skills academy

no. 10/2020

"Dear client, you can't afford that!"

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Objections are what most often paralyse salespeople and prevent effective sales - especially when the client says the price is too high. How can you argue with that when the price is already as low as it can be? Or when you don’t want to start a price war with the competition, when you care about profits? So how do you convince the client that you offer the most value, even if your price is higher?...

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no. 10/2020

In other words ‑ how to handle a communication breakdown

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I have long been pondering on the topic for this article which hopefully will initiate a whole series of articles dedicated to all sorts of mechanisms governing English language as well as methods and approaches one can apply to learn English successfully. I have finally decided that the article should combine both theoretical and practical aspects of the language usage, and with references to the...

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no. 10/2020

Who's running the show ‑ that is, how to regain control of a sales conversation

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In a typical business relationship, the client has all the cards. They have high expectations, demand exceptional treatment, and offer nothing in return. They treat salespeople like they’re begging for something. As a salesperson, should you consent to such treatment? Absolutely not.

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no. 9/2019

PR ‑ a salesperson's secret weapon

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If you want to be a successful salesperson, you need your customers and prospects to trust you. Trust, that you know what you are talking about, that you are an expert with their best interests at heart and that you are dependable. How do you build that trust? Obviously, there are many important factors. How you conduct yourself during a meeting, how prepared you are, how well you understand your customers’...

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no. 9/2019

Know what, when, and how ‑ that is, planning a sales meeting

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It all started with chaos - and that’s how it would be if you didn’t plan your sales meetings. Many experienced salespeople would tell you that the more work you put into planning, the more successful you’ll be. Below, in just a few steps, we’ll show you how to effectively plan sales meetings, and why planning is important.

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no. 9/2019

Sales etiquette: "I'd like to introduce you to..."

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A professional salesperson is someone who not only has sales knowledge and skills, but also knows the principles of business etiquette. Being able to introduce yourself, understanding the principles of precedence, and knowing how to address others, approach clients, and make personal connections - these are the conditions for success. The rules of etiquette are not only a set of conventions, they’re...

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no. 8/2019

Sales etiquette: When you make a gaffe

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Everyone has committed a few faux pas, and it’s often difficult to get out of it, to save face. This is all the more important in sales, as gaffes can ruin our efforts to close the deal. What can we do to minimize the risk of a gaffe? How can we fix it if it happens?

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Open access no. 8/2019

Negotiation in practice: The Columbo technique

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If you used to follow the television adventures of Kojak, if you enjoy a suspenseful thriller or captivating crime drama, and if you patiently wait for the latest episodes of "Mindhunter" or "True Detective", you probably associate the words ‘cop’ and ‘detective’ with a relentless tough guy who rarely smiles, who is eloquently silent, who answers questions with one word - someone who doesn’t yield...

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