Sell it in English 9/2019

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Leaving a good impression

Modern customers base their purchasing decisions not only on the price, but increasingly on non-price experiences. They analyse how much time the purchasing process will take and how much effort they will have to put into it. So they are looking for a salesman with whom they can do everything quickly, easily and pleasantly. The way you conduct a conversation with the client, meet their expectations, help them complete all the formalities necessary to conclude the contract, translates into their experience in the sales process, as well as into loyalty to you and the company you represent. Other factors that are important in the process of building positive customer you will find in our Featured Article "Leaving a good impression” by Marek Waśkiewicz.

How to sell something to someone? Most of you will probably answer: you have to list all the benefits of your product or service and add some recommendations from customers that have already used it and are fully satisfied. Of course, this technique may pay off, but… how about turning the whole process upside down? ­Antiselling is a technique based on reverse psychology: you try to get someone to do the opposite of what you say. It is often used in communication with children, but it works also in sales. In which situations may dissuading be more effective than persuading and why is it that pointing out disadvantages of your offer often pays off? Jilly Woodford knows the answer.

A telephone is a basic tool for most salespeople. Trying to reach the decision-maker, make them interested in your offer and eventually set up a meeting costs a lot of effort and is very time-consuming. And – as we all know – time is money, especially in business. How should you prepare for sales calls and meetings to increase your chances of succeeding? Timothy Sullivan gives you a few tips in his feature “Increase your chances of winning a deal”. It’s a must read if you want to become more effective!

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Artykuły

nr 9/2019

Leaving a good impression

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For the client, every time they contact you, your company, or meet your product or service, they are having an experience. A positive or negative impression, however short, may decide whether or not they work with you or the organisation you represent. Therefore, Customer Experience Management, i.e. the process of providing clients with unique experiences and evoking positive emotions, is playing an...

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Tylko on-line nr 9/2019

Marketing for salespeople: Being on everyone’s lips ‑ word‑of‑mouth marketing

Word-of-mouth marketing has always been an influential tool that can significantly shape the perception of a product or service. However, it should be remembered that it is a double-edged sword - it can both help us and harm us - especially in the Internet age.

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nr 9/2019

Increase your chances of winning a deal

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For several weeks, you’ve been trying to arrange a meeting with a senior-level manager in one of your prospect accounts, and finally, after a concerted business development effort, your persistence has paid off. You have managed to schedule an appointment for a conversation next week. This will be the first time you will speak at length with this prospect, and it is critical that the call goes well....

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nr 9/2019

ANTI‑SELLING ‑ a key to success!

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Have you ever felt pushed into buying a product or service? Most people dread the archetypal high-pressure salesperson. Instead of trying to push through a sale, try doing the opposite. This is the basis for anti-selling.

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nr 9/2019

How to replace 7 INEFFECTIVE PRACTICES salespeople use with the ones that work well

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Surprisingly, when we interview high performing salespeople and ask them what makes them effective, they often cannot tell us. It’s like interviewing naturally gifted athletes and asking what makes them a great football or basketball player. They simply practice the right skills and behaviors and execute flawlessly on the field. Similarly, many top performing sales professionals do the right things...

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Promocyjny nr 9/2019

Business English Video Course

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Promocyjny nr 9/2019

Supersalesman tools. How to become 21st century trader?

Briefcase, brochures and pen, plus business card and good gestures. These are usually the tools used by the salesman during a meeting with a customer. However, it is time for a breath of modernity – thanks to the tablet and Sales Acceleration tools, sales representatives can offer clients a completely new quality experience and increase their results by 27% on average.

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nr 9/2019

Sales etiquette: "I'd like to introduce you to..."

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A professional salesperson is someone who not only has sales knowledge and skills, but also knows the principles of business etiquette. Being able to introduce yourself, understanding the principles of precedence, and knowing how to address others, approach clients, and make personal connections - these are the conditions for success. The rules of etiquette are not only a set of conventions, they’re...

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nr 9/2019

Know what, when, and how ‑ that is, planning a sales meeting

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It all started with chaos - and that’s how it would be if you didn’t plan your sales meetings. Many experienced salespeople would tell you that the more work you put into planning, the more successful you’ll be. Below, in just a few steps, we’ll show you how to effectively plan sales meetings, and why planning is important.

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nr 9/2019

PR ‑ a salesperson's secret weapon

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If you want to be a successful salesperson, you need your customers and prospects to trust you. Trust, that you know what you are talking about, that you are an expert with their best interests at heart and that you are dependable. How do you build that trust? Obviously, there are many important factors. How you conduct yourself during a meeting, how prepared you are, how well you understand your customers’...

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nr 9/2019

Learn... how to learn

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The modern world requires us to constantly learn, find new information, and acquire new skills. This is a condition not only for self-development, but also for a professional career and succeeding on the labor market. That’s why it’s worth knowing how to learn, not only to acquire new knowledge, but more importantly, to be able to use it in practice.

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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 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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Tylko on-line nr 9/2019

Memories of a salesman: to make mistakes is human

Mark is an experienced salesperson working in a car showroom. It was a really hot day. Thankfully, the air conditioning was on full blast in the showroom, allowing Mark to concentrate on work and not think about the temperature outside. However, thanks to the e-mail that Mark received up a few minutes ago, he’s now sitting in a pool of his own sweat. It turned out that a large consignment of vehicles...

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Tylko on-line nr 9/2019

How to make a video on a limited budget

You don’t necessarily need a huge budge to create a video for your business. Of course, it helps, but it isn’t necessary for creating attractive materials for your customers. In the article, we present some tips on how to create movies with limited financial means.

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nr 9/2019

7 ways to ensure your sales team are fans of your CRM

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As a sales leader, you likely understand the numerous ways a customer relationship management, or CRM solution can add value to your business and help transform your sales processes. Studies have shown that companies who incorporate CRM systems communicate more effectively with their customers and deliver a better overall customer experience, in turn helping to boost customer retention. So how then,...

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