Skills academy

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Negotiation in practice: The Columbo technique

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 until he gets his way. People who negotiate often imitate this pattern: they flex their muscles from the get-go, they tend to be brusque, arrogant, and combative, believing that only by showing strength and then reconciling with their rival can they achieve their goal. Are they sure that’s the most effective negotiation strategy?
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Closing sales on the B2B market

Closing transactions, for example by signing a contract, is just the icing on the cake. If the previous stages of the sales conversation were good, then finalization is a natural consequence. If you don’t finalize transactions, the problem often comes from one of the previous stages, so closing sales, despite being the shortest stage of the entire process, requires many different skills.

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Time management skills: a key to greater productivity in sales

Every salesperson knows the true meaning of saying ‘time is money’. This is because salespeople do not get paid in terms of the numbers of hours they put in. They are paid to produce results. And this means that every minute salespeople spend not engaging in high-gain selling activities represents lost opportunities and, what follows, lost revenue.

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Negotiations in practice: Analysis of negotiating positions

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 to recognise negotiating positions and how to use this knowledge in the whole sales process.

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Speak for success. How to speak about your product and sell it

A product or a service – it does not matter what you sell, as long as you are able to show your prospect that the product or a service you offer will make the whole world of difference in their lives. And regardless of the sales technique you use, one thing is critical to your sales – the language that you use. Since you may only have one opportunity to talk to a customer before their purchase, it is imperative that you communicate effectively. What, then, are the critical components of successful sales in this respect?

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