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nr 10/2020

Storytelling ‑ facts and myths

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Storytelling is an increasingly popular tool in sales. When practiced and refined, it can bring measurable results in the form of improved results and better customer relations. However, there are still a few storytelling myths that are circulating in the world of sales. Let’s have a look at three beliefs about storytelling and see if they’re true.

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nr 9/2019

Leaving a good impression

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For the client, every time they contact you, your company, or meet your product or service, they are having an experience. A positive or negative impression, however short, may decide whether or not they work with you or the organisation you represent. Therefore, Customer Experience Management, i.e. the process of providing clients with unique experiences and evoking positive emotions, is playing an...

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nr 8/2019

An effective prospecting plan

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When looking for ways to increase your effectiveness, you probably have to deal with new theories or trends in the field of sales techniques. Their creators stubbornly preach about ‘the end of the cold call era’ or about ‘sales 4.0’. One thing remains unchanged - prospecting, or the art of acquiring new clients. The most common reason for the failure to sell is an empty sales funnel. That is why it’s...

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nr 7/2019

Results under control ‑ managing the sales funnel

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Have you ever looked at your calendar with the feeling that you don’t know what to do and where you stand? If your boss asks you how much you’ll sell this month, do you just make up a number? Do you have the impression that your sales happen accidentally? Do you feel that you devote too much time to some clients, and that not much comes out of it? If you answered yes to these questions, don’t worry...

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Strategies for success

nr 10/2020

Business English Video Course

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nr 10/2020

How to reliably demonstrate product advantages to a client

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I once met with a person offering negotiation training - apparently the best in Europe. We sat down, and I spent the next hour hearing about the superiority, attractiveness, reliability and other advantages of their offer. After 10 minutes I was slightly surprised by their lack of interest in how our company works or what we need. After 20 minutes I was slightly bored, and after 40 I began to be irritated....

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nr 10/2020

6 steps of monitoring the competition

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Today’s clients are more aware of existing market offers than ever, which often means that it is they - not salespeople - who know more about what’s on the market. In such circumstances, monitoring the competition becomes one of the most important activities necessary to build an attractive offer.

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nr 10/2020

How not to tell a story

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Once upon a time... There was a time when it seemed like every story started that way. As children, we loved to hear stories about faraway lands where good triumphed over evil, where the hero always came out on top. Though we may not know it, we still like those stories - not as fairy tales, but as stories communicated by people, movies, commercials or newspapers. We can listen to them over and over...

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Skills academy

nr 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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nr 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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nr 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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nr 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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Psychology of sales

nr 10/2020

The source of success is in your head

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You surely know the story of the young salesman who got the most difficult client and made the sale because he didn’t know it was a ‘difficult client.’ It’s no coincidence that in sales, a positive attitude doesn’t do anything, but a negative attitude can ruin everything. So how can you work with your own mind and attitudes to build your success and effectiveness?

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nr 10/2020

How to avoid routine in sales talks?

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What if someone told you to forget your daily sales routinies and make a brand new start every day? Would it add value to your customer relationships or would it slow down your sales? Are you ready to reconsider your sales habits and break free from routine if necessary?

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Tylko on-line nr 10/2020

Routine – your best friend or worst enemy?

In sales, routine can be both your best friend and your worst enemy. On the one hand, it helps you implement systematic prospecting activities; on the other hand, it can lead you to reflexively perform the same activities over and over again, despite mediocre results. See what you can do to breathe some fresh air into your sales activities.

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nr 9/2019

Learn... how to learn

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The modern world requires us to constantly learn, find new information, and acquire new skills. This is a condition not only for self-development, but also for a professional career and succeeding on the labor market. That’s why it’s worth knowing how to learn, not only to acquire new knowledge, but more importantly, to be able to use it in practice.

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Customer relationships

nr 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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nr 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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Tekst otwarty nr 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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nr 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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The salesperson’s day-to-day challenges

Tylko on-line nr 10/2020

A salesman’s memories: Sales standards: help or hinderance?

The new month began quite unpleasantly for David. His branch manager came up to him and, without asking anything, declared: - A new adviser is coming tomorrow. I’d like you to show him the ropes, how you serve clients and how you look for new ones. Just show him how we work, okay? The next day, a new co-worker appeared at David’s desk and immediately started talking about what he doesn’t like...

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Tylko on-line nr 9/2019

Memories of a salesman: to make mistakes is human

Mark is an experienced salesperson working in a car showroom. It was a really hot day. Thankfully, the air conditioning was on full blast in the showroom, allowing Mark to concentrate on work and not think about the temperature outside. However, thanks to the e-mail that Mark received up a few minutes ago, he’s now sitting in a pool of his own sweat. It turned out that a large consignment of vehicles...

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nr 8/2019

Good product, bad sales

What do you do when sales of a leading product start to fall? What should you look for when analysing what caused the problem? Using the example of Anna - a pharmaceutical representative - we demonstrate how to get back on the right track when the competition has launched a similar offer at a lower price.

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nr 7/2019

From telemarketer to team leader

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Working on the phone might not be much fun, but it’s even harder to manage a group of telemarketers. Typically, team leaders have no prior management experience, and their first 90 days are rather ‘make or break’. So, what do you need and what can you do to stay in the saddle and build a committed and effective telesales team?

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Technologies

Tekst otwarty nr 9/2019

7 ways to ensure your sales team are fans of your CRM

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As a sales leader, you likely understand the numerous ways a customer relationship management, or CRM solution can add value to your business and help transform your sales processes. Studies have shown that companies who incorporate CRM systems communicate more effectively with their customers and deliver a better overall customer experience, in turn helping to boost customer retention. So how then,...

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Tylko on-line nr 9/2019

How to make a video on a limited budget

You don’t necessarily need a huge budge to create a video for your business. Of course, it helps, but it isn’t necessary for creating attractive materials for your customers. In the article, we present some tips on how to create movies with limited financial means.

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nr 7/2019

How CRM can help salespeople boost their results

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Salespersons have a lot of data to manage. And today more than ever, when the experience we give our customers is our differentiator, it’s hugely important not to reduce one’s customers and prospects down to just raw data.

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nr 6/2019

Market analysis ‑ step by step

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Reliable market analysis is often the foundation of shrewd managerial decisions. It offers a long list of benefits - it helps to define directions for development, select, strategies, and plan better, and it helps improve the efficiency of current operations. The ability to conduct market analysis is also useful when working on the sales front line. So how do you conduct professional market analysis?...

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Salesperson's navigator

nr 8/2019

7 trends that are changing sales

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Modern sales are evolving with the development of new technologies. Ubiquitous access to knowledge and information is also changing the customer’s approach to the purchasing process. For years, we’ve been talking about the demise of traditional sales and the smaller and smaller role that salespeople play in the whole process. And how is it really? Here are seven challenges that are increasingly affecting...

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