Sell it in English 8/2019

SELL_08.jpg

An effective prospecting plan

Sales methods, like everything around us, are constantly changing. However, if your sales funnel is empty, then not even the most effective method will allow you to achieve success. In order to sell, you must have someone to sell to. Therefore, in our Featured Article, Marek Waśkiewicz writes about the rules of effective prospecting: how to reach a potential customer and where to look for your sales opportunities.

But gathering prospects is just the tip of the iceberg in the sales process. Salespeople need to know how to qualify the sales opportunities to increase their chances of closing the transactions. To do it right, it’s good to use the Successful Sale Formula. If you want to know its components, read the article “Should I stay or should I go?” by Timothy Sullivan.

What to do if your prospect hasn’t responded to any of your emails, calls, voicemails, social media messages, mailed materials or meeting requests? First of all, remember: it’s not a ‘dead lead’! The next steps to follow in the article “Buy or die” by Nicola Lutz.

Do you remember the crime TV series "Columbo"? Yes, I mean the detective in an unfashionable, crumpled raincoat, played by Peter Falk. What does it have in common with sales? Well, more than you think! Columbo, unlike other TV detectives, didn't try to be a tough, arrogant and brutal guy, whose severe look was to frighten villains and make them plead guilty. His strategy was much softer – but also very effective. Why not to translate it to sales negotiations? How can you become a sales Columbo? You will find out from the article by Krzysztof Rzepkowski.

Pobranie wydania w formie pliku PDF możliwe dla zalogowanych użytkowników serwisu. Jeśli posiadasz aktywną prenumeratę przejdź do LOGOWANIA. Jeśli nie jesteś jeszcze naszym Czytelnikiem wybierz najkorzystniejszy WARIANT PRENUMERATY.

Zaloguj Zamów prenumeratę Kup pojedyncze wydanie

Artykuły

nr 8/2019

An effective prospecting plan

SELL_8_2.jpg

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...

Czytaj więcej
Tylko on-line nr 8/2019

Cold calling works if...

Both from my own observations and from conversations with salespeople, it’s easy to conclude that cold calling isn’t exactly the salesman’s favourite activity, and I’d even venture to say that some salespeople avoid it like the plague. In the meantime, in my experience, two or three successful calls are enough for literally every salesperson to change their mind and start cold calling effectively....

Czytaj więcej
nr 8/2019

What’s worth measuring ‑ working with KPI in practice

SELL_8_20.jpg

A sales director announced to his team that the company expects sales to increase by 20% next year. From the point of view of salespeople, the current results seem optimal and the target doesn’t seem very realistic. See how it can be accomplished with the help of a simple Key Performance Indicators (KPI) tool.

Czytaj więcej
nr 8/2019

Leave the price for the end

SELL_8_24.jpg

Turn the sales process upside down. Don’t follow the customer. Don’t do what the customer expects you to do at the beginning of the meeting or conversation. Don’t start with the price. The price is the final element - a reward for the values that are important to the customer. In this way, you’ll make sales, you’ll earn money, and you’ll have loyal customers who build your value on the market.

Czytaj więcej
nr 8/2019

Should I stay or hould I go? How to qualify sales opportunities

SELL_8_28.jpg

Salespeople can learn a lot by observing poker players. Every gambler knows who wins each hand of poker: the player who possesses the highest value set of cards, or who is the last remaining player if everyone else folds. However, a more challenging question is: in each hand of poker, who comes in second?

Czytaj więcej
Tekst otwarty nr 8/2019

Negotiation in practice: The Columbo technique

SELL_8_48.jpg

If you used to follow the television adventures of Kojak, if you enjoy a suspenseful thriller or captivating crime drama, and if you patiently wait for the latest episodes of "Mindhunter" or "True Detective", you probably associate the words ‘cop’ and ‘detective’ with a relentless tough guy who rarely smiles, who is eloquently silent, who answers questions with one word - someone who doesn’t yield...

Czytaj więcej
nr 8/2019

Sales etiquette: When you make a gaffe

SELL_8_52.jpg

Everyone has committed a few faux pas, and it’s often difficult to get out of it, to save face. This is all the more important in sales, as gaffes can ruin our efforts to close the deal. What can we do to minimize the risk of a gaffe? How can we fix it if it happens?

Czytaj więcej
nr 8/2019

Are you in control of your negative emotions?

SELL_8_42.jpg

What are the negative emotions you are likely to feel at some point in the sales process? How do you, as a salesperson, keep your emotions in check? How can you remain professional when unpleasant emotions rear their ugly head? Are your emotions getting in the way of a sale? We will take a look at some real-life examples with Dos and Don’ts. Finally, you will get some tips and tricks about how to keep...

Czytaj więcej
nr 8/2019

‘Buy or Die’

SELL_8_46.jpg

It sounds a bit harsh, ‘Buy or Die’. But it is a phrase I came across in a sales blog a year ago or so and it’s stuck with me. It doesn’t mean literally die, of course, and it’s not a threat that if you don’t sign on the dotted line we will send the knights in wielding axes. This isn’t Game of Thrones, it’s about your sales process.

Czytaj więcej
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?...

Czytaj więcej
nr 8/2019

So, why aren’t you making more sales calls?

SELL_8_10.jpg

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.

Czytaj więcej
nr 8/2019

'Could I ask for a recommendation?'

SELL_8_12.jpg

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.

Czytaj więcej
nr 8/2019

How to be persistent in sales without being annoying

SELL_8_16.jpg

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.

Czytaj więcej
nr 8/2019

Good product, bad sales

SELL_8_37.jpg

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.

Czytaj więcej
nr 8/2019

7 trends that are changing sales

SELL_8_56.jpg

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...

Czytaj więcej

Reklama