Featured article

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Selling services effectively

In many ways, sales of services are different from product sales. When buying a service, the client pays for something intangible, for something they can’t touch, smell, or taste. That’s what makes clients less trusting, what makes it harder to sell services. There’s also an advantage - compared to products, it’s easier to match services to client needs, which increases the chance of a sale.

Strategies for success

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How to position price in the context of value

Tim Roberson   Sell it in English 4/2018 Tekst otwarty

Buyers go through many phases on their journey from thinking there might be a business problem to finding a product or service to solve it. Initially, they may not be aware that there is a specific need, only that there is something off, small difficulties that they are ignoring as just part of the job. Eventually, they will discover that there is a real need. It’s here that they start to investigate. Buyers today are well informed and arm themselves with a great deal of information before they ever engage with a salesperson. In this second stage, their great concern is need. What is the exact nature of the issue and what is the way to solve it?

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How demonstrating value makes negotiation easier

Tim Roberson   Sell it in English 4/2018

Several years ago, I bought a new car. Like many buyers today, I had done my research. I knew what I wanted, the options I was looking for, and what I was willing to pay for them. I drove up on the lot in my old pickup truck and went straight away to the back corner where last year’s models were hiding away. These were new cars, but they had been relegated to the backlot to make room for the new models, and I knew I could get a better deal on one of these, because the dealership needed to move them. As I strolled among the new old cars, peeking my head down into the windows, a salesman approached.

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Taking stock of your sales activity

Nicola Lutz   Sell it in English 4/2018

Sometimes we need to take a little time to check up on what we are doing, and this is vital in your sales activity if you want to be successful. Continual improvement not only adds to your skill set and improves results but also keeps you motivated through learning. Ideally, take stock every few weeks. If this sounds arduous, there is a tip to use the Stop, Start, Continue method below.

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The follow up, or how to increase the chance of a sale

Maciej Sasin   Sell it in English 4/2018

When I was asked to write this article, I thought the topic was so obvious that it wouldn’t be interesting. However, after a moment of reflection I came to the conclusion, however, that there’s something there that the salespeople who call me rarely follow up... I realized that this is indeed a problem and that what for me is a normal part of relationship building, for many is a meaningless activity. In the article I will answer the question of why and how to do effective follow up.

Skills academy

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Speak for success. How to speak about your product and sell it

A product or a service – it does not matter what you sell, as long as you are able to show your prospect that the product or a service you offer will make the whole world of difference in their lives. And regardless of the sales technique you use, one thing is critical to your sales – the language that you use. Since you may only have one opportunity to talk to a customer before their purchase, it is imperative that you communicate effectively. What, then, are the critical components of successful sales in this respect?

Psychology of sales

How they see you is how you sell

Monika Mucha   Sell it in English 4/2018 Tylko on-line
In 1999, Tanya Chartrand and John Bargh conducted experiments that provided the scientific basis for describing the ‘chameleon effect,’ a social influence tool. They studied imitation, which is a natural human behavior - in the first days of life, newborns begin to imitate those around them, and as adults we tend to like people who behave similarly to ourselves. Based on these observations, a sales technique called the ‘mirror technique’ was created. The technique is also reflected in NLP.
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The 5 paradoxes of sales

The vast majority of sales and negotiation training materials encourage us to use proven, predicable client acquisition patterns. Needs testing, the language of benefits, attractive promotions, plans for dealing with objections, and proper product presentations are undisputed elements of every salesperson’s toolkit. When analysing research into client behavior, we encounter situations in which their behavior seems completely unreasonable. Sometimes lack of promotions, no language of benefits, or the risk of price hikes prove much more effective than the most sublime and persuasive sales techniques.

Customer relationships

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10 prospecting practices that discourage potential clients

Maciej Sasin   Sell it in English 4/2018

Prospecting - the process of finding potential clients - is one of the salesperson’s most difficult tasks. It often requires conversations with unpleasant clients, and involves refusal and rejection. Interestingly, the clients themselves don’t like it either. Why? Because they don’t like salespeople? Or perhaps because salespeople apply practices that discourage potential clients?

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