Sell it in English 12/2020 (sierpień-październik)

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Selling in the time of coronavirus

The coronavirus pandemic has changed the world, also the business world, and salespeople all around the globe have had to pivot their way of prospecting, meeting clients, building rapport with them and finalizing transactions. This situation is new for all of us – some people have taken to it as a duck to water and broken all their sales records, while others have felt completely dazed and confused. What direction should you take in these uncertain times? How do you win a client despite all the obstacles coming your way? Take a look at the articles prepared by Nicola Lutz, Timothy Sullivan and Amy Smalfus – I believe their tips will be a guiding star leading you to success.

Today’s customers are very well educated - many of them know your company’s and competitors’ offer at least as well as you do. It’s hard to surprise them by pulling an ace out of your sleeve. Very often, salespeople reach for another weapon: a price reduction. Unfortunately, as a consequence, at our own request, we not only lose margins, but also build the image of our company as cheaper, which in extreme situations may even result in the bankruptcy of the company. How do you convince the customer to buy from you without reaching for discounts and other price reductions? Be sure to read an article “Why should the customer buy from you?” by Tomasz Kalko.

"Please send an offer by email” - this is probably one of the most hated sentences salespeople can hear from their customers. For many people, it is basically tantamount to a lack of interest in the product/service they sell. Meanwhile, the reality may look completely different, and a properly constructed e-mail can bring you closer to finalizing the transaction. You just have to remember a few iron rules, the most important of which is: "you sell by conducting the conversation in the right way, the offer is just an addition.” More on this subject in the article by Iza Krejca-Pawski "Get the client to open the offer."

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Artykuły

nr 12/2020

Selling in uncertain times

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In most industrial countries affected by the COVID-19 pandemic, the rate of newly reported cases finally appears to be decelerating, after nearly half a year since the global pandemic began. This is good news, certainly. However, according to recent research by McKinsey, the pandemic recovery curve is not likely to be symmetrical – it will almost certainly exhibit a gradual return to normalcy over...

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nr 12/2020

Selling in the time of coronavirus

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There’s no doubt that the COVID-19 pandemic has hit most businesses hard. We have all had to learn new ways to work and the keyword is ‘pivot’. Pivoting your business, and sales, to cope with the change in circumstances has been vital to success. And we at No Fluff have been no different.

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nr 12/2020

Selling in a crisis

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The impact of the COVID-19 pandemic on sales teams cannot be understated. As organizations frantically turned their attention to keeping their employees and customers safe, maintaining business continuity and protecting cash, many sellers found themselves in an unprecedented situation. Suddenly, they discovered that many, if not all, of their sales opportunities are stalled, with no clear options about...

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Tylko on-line nr 12/2020

How do we collect information on clients before we contact them?

Today's client expects a knowledge-based conversation. However, the topic of the conversation has changed. Knowing your product only gets you in the door. What really matters is how well you understand the client's world and what you know about the challenges and opportunities they face. With this knowledge, it will be easier to initiate contact with a new client and to conduct a partner-to-partner...

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nr 12/2020

Success in negotiations? Don’t start without BATNA

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When we’re preparing for negotiations and we feel that the client has the upper hand, we often find ourselves considering how much we’re willing to concede. However, this is the wrong approach, and it may end badly for us. Instead of analysing what we are and aren’t willing to give up, it’s worth first thinking about the consequences of not reaching an agreement. Searching for the possible alternatives...

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Tekst otwarty nr 12/2020

Get the client to open the offer

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“Please send an offer by email” is one of the worst sentences a salesperson can hear. For many, it means one thing - the end of the conversation and a missed opportunity. But is that really the case? And what should be done to ensure that the client actually opens the offer and, above all, wants to read it? Discover the most common mistakes, avoid them, and learn how to use an emailed offer to your...

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nr 12/2020

Don't tense up with tenses. How to become the master of the past, the present and the future. Part II

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In the previous issue of Sell It in English readers had the opportunity to get acquainted with simple and progressive (continuous) tenses, time frames and placing actions expressed in these tenses in time. I did not want to present the subject in a conventional manner, therefore I didn’t approach it like classic textbooks do. This time, on the other hand, I will occasionally refer to definitions or...

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nr 12/2020

Verbal roadblocks ‑ that is, what not to tell the customer

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More and more often, we’re told that we live in a time of cacophony and information overload. We see and hear too much information, too many ads and too many offers. This isn’t a natural phenomenon, and it has changed the reality of sales. Let’s take a look at which words and phrases are helpful, and which put up roadblocks for our customers.

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nr 12/2020

How to motivate yourself

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Anyone can find their own sources of motivation. It’s very important to be aware of both what drives us to act and what leads us to put off our goals. How do we do that - how do we move from words to deeds?

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Tylko on-line nr 12/2020

Should we always resolve complaints in the customer’s favor?

Regardless of whether we’re buying a product or service, when we pay for something, we want to get exactly what we expected. How should we approach complaints in times when emotions are the most important factor when making a purchase, and when building a relationship between a customer and a brand?

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nr 12/2020

Why should the customer buy from you?

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10 years ago, air conditioning in cars was still a luxury. Today, even the cheapest car comes with air con as standard. Interestingly, customers negotiate on exactly the same principle - if they get used to something being standard, they won’t hesitate to ask for greater concessions. Don’t get caught up in this game!

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nr 12/2020

A red bow, or what the client (doesn’t) expect

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It would seem that these days, buying a car from the showroom shouldn’t be too difficult. It should be as routine as buying your favourite roll from the bakery. You enter the showroom, buy, and leave, and the happy salesperson moves heaven and earth to satisfy you (they’re on commission!). Well, I recently found out that such a transaction can be an amazing adventure and spending $25 thousand isn’t...

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nr 12/2020

Guide the client to the purchase!

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In sales, leadership is primarily the ability to influence. Traditional sales methods place great emphasis on presenting the offer, and thus on speaking. Modern sales leadership, however, is above all the ability to ask the right questions and listen empathically.

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nr 12/2020

“We have a deal!” ‑ does spontaneity help in sales?

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Have you ever come out of an important meeting with a strange feeling, thinking, “Did I maybe overdo it a little bit?”, “Were my reactions too spontaneous, not professional enough?”. If you have, I offer you a short article on this topic.

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