Customer relationships

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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nr 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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nr 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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nr 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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nr 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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nr 8/2019

Multigenerational awareness as the key to building long‑lasting customer relations

A multigenerational sales team can span as many as five generations. Some are fresh out of college, some are middle-aged, still others are nearing retirement. Having people who were born between the 1920s and the 1990s in one team creates the potential for creativity and innovation, but also for conflict and misunderstanding. Does the same friction appear when it comes to multigenerational selling?...

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nr 7/2019

When the client doesn't pay

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There’s nothing quite like signing a new contract with a client. Your enthusiasm drops, however, when the client buys something but doesn’t pay on time. Some salespeople try at all costs to recover the amount due, often without effect. Others, for fear of losing both the client and their reputation, take no action.

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nr 7/2019

10 techniques that increase the salesperson's credibility in the eyes of the client

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Your credibility among clients is a key factor determining your ability to persuade, which your sales depend on. If it is not high enough, it’ll be far harder for you to get new orders. How can you strengthen your credibility in the eyes of the client, so that it translates not only into short-term sales, but also long-term benefits for your relationship and your image?

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