Sell it in English 5/2018

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Clients with particular needs

Someone visually or hearing impaired, a person with physical disability, a senior or foreigner who does not speak our language well is a customer just like everyone else, only they have special needs that should be included in the sales process. How do you treat them so that you do not offend them and make them feel they had good service? You can read about this in two articles: our feature "Clients with particular needs" by Tomasz Kalko and “Doing business with disabled clients: good practices” by Iwona Dolata.

The premium customer is also a customer with special needs. In order to be successful in the luxury goods market, you need to know its specifics and rules. It is difficult to reach the premium client, because they are very selective about the group of people with whom they enter into business relations, and every mistake in the sales process can cost a lot. Therefore, it is necessary to pay attention to details that are of special importance for this type of customer, as Małgorzata Biarda writes in the feature "Premium customer, premium product".

Regardless of whether we are dealing with a client with special needs or not, the appropriate launch of a sales conversation is a real art. Unless a salesperson can communicate with a buyer effectively, their chances of closing a sale are practically nil. So how to do it right? Tim Sullivan gives you some tips in his article “How to start an effective sales conversation”.

Sale is a process, that consists of series of steps that aim to get your prospective customer to buy, and then to rebuy. But… Do you know, what happens at each of these steps? How should a good sales process look like? Nicola Lutz shows her point of view in the text “What is a sales process and do you need one?”

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Artykuły

nr 5/2018

Clients with particular needs

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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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Tylko on-line nr 5/2018

Meet me, like me, trust me, and pay me

In a world where the client can only pay attention to one message for eight seconds, you have to stand out. So, if you do not immediately give him a reason to get to know you better, you’ll lose your chance to establish a collaboration. Can you afford it, with the competition breathing down your back? In this article I’ll show you how to acquire clients and sell services on the local market using a...

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nr 5/2018

Life cycle of product strategy ‑ how marketing can help in sales

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In marketing there is a concept of the product life cycle. Products, just like people, are born, conquer the market, live and die. Most of us remember VHS tapes, film cameras or floppy disks, which now have virtually no use. At the same time, novelty items appear every day, like a phone with face recognition or 3D printers, which we could only dream about a dozen years ago. How does the product life...

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nr 5/2018

Using referrals to gain leads

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Referrals are an often-ignored part of the sales process, which is a bit daft, really. A referral is a ready-made lead for you, has ‘trust’ written all over it from an existing client, is more likely to convert to a sale and has a longer sales life span. So why is it missed out of the strategy? When did we become all shy?

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nr 5/2018

Decide on time, time to decide

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Have you ever had a situation when you were sure that the client would buy a product/service from you, and then in the end they decided to go with the competition, or not to buy at all? How did you react in that situation? Sad, angry, insulted? Or maybe you tried to find out the reasons for this decision so you can react better in the future?

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nr 5/2018

What is a sales process and do you need one?

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A sales process is a series of steps that aim to get your prospective customer to buy, and then to rebuy. It gives sellers a framework for their activity. Each of these steps involves interactions – sometimes one, sometimes many, and can take different forms, and involve different messages. A good sales process helps someone to sell at the most effective speed with the correct messaging and leads to...

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nr 5/2018

How to start an effective sales conversation

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Certainly, the most critical skill for any sales professional is the ability to converse consultatively with potential customers. Unless a salesperson can communicate with a buyer effectively, their chances of closing a sale are practically nil.

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Tekst otwarty nr 5/2018

Email and sales proposals that sell

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Persuading people to do business with you can be tough at times. It can be even harder when you are not in the room and your sales documents will have to do all the talking. How can you write proposals that actually win the deal?

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nr 5/2018

Negotiations in practice: Analysis of negotiating positions

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Negotiations, understood as a communication process aimed at getting an agreement, are an essential tool in the work of a sales person. Without having some degree of negotiation skills, no seller should even dream of being successful. And although, in practice, the success of a transaction is often determined by just one factor, such as price, it is worth knowing how to prepare for negotiation, how...

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nr 5/2018

Attributes of Sales Eagles

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Over more than three decades, our firm has worked to improve the performance of more than 1.5 million sales professionals all over the world. Consistently, we find sellers fall into three categories: Eagle performers, Journeypeople and Laggards. What are the attributes of the representatives in each of these groups, and how can they become a Sales Eagle?

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Tylko on-line nr 5/2018

Clients from around the world: Great Britain

About 20% of the 65 million people living in the United Kingdom are foreigners. Of course, these proportions are much higher in London and other major cities than in other areas. Shakespeare's homeland has been attracting citizens of other countries for years. What makes this place so attractive? The combination of tradition, history, and attachment to the monarchy, with innovation, a cosmopolitan...

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nr 5/2018

Doing business with disabled clients: good practice

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In trade, we meet with different clients, including people with disabilities. So, it is worth finding out how to avoid awkward situations when contacting a customer with a disability.

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nr 5/2018

Premium product, premium customer

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Premium customers are very demanding. One of the fundamental elements which can decide success or failure in the luxury goods market is good research on the type of premium customers you are dealing with, what affects their purchasing decisions and their expectations of sales and service.

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Tylko on-line nr 5/2018

Podcast your way to clients

Using podcasts to attract clients is becoming more and more popular. Relatively few companies and salespeople are aware of how effective this tool can be in building client confidence and converting potential clients into actual clients. However, the number of sales podcasts is constantly increasing, so the sooner you start your own, the more chance you have of success.
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nr 5/2018

Sales forecasting for e‑commerce

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Sales forecasting is important in maintaining a successful e-commerce business. An accurate forecast helps you budget and plan ahead, but forecasting can be tough. Having an organized approach and tracking certain metrics are critical and can give you a recipe for success.

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