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Clients with particular needs

Tomasz Kalko   Sell it in English 5/2018

A conscientious sales representative knows how to build relationships, meet customer needs and expectations, and conduct a benefit-based presentation. How can these structures of the sales process be built in contact with an unusual, sometimes difficult customer? How do you adapt yourself and the procedure to a customer with particular needs?

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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.

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