Strategies for success

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How to position price in the context of value

Tim Roberson   Sell it in English 4/2018 Tekst otwarty

Buyers go through many phases on their journey from thinking there might be a business problem to finding a product or service to solve it. Initially, they may not be aware that there is a specific need, only that there is something off, small difficulties that they are ignoring as just part of the job. Eventually, they will discover that there is a real need. It’s here that they start to investigate. Buyers today are well informed and arm themselves with a great deal of information before they ever engage with a salesperson. In this second stage, their great concern is need. What is the exact nature of the issue and what is the way to solve it?

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How demonstrating value makes negotiation easier

Tim Roberson   Sell it in English 4/2018

Several years ago, I bought a new car. Like many buyers today, I had done my research. I knew what I wanted, the options I was looking for, and what I was willing to pay for them. I drove up on the lot in my old pickup truck and went straight away to the back corner where last year’s models were hiding away. These were new cars, but they had been relegated to the backlot to make room for the new models, and I knew I could get a better deal on one of these, because the dealership needed to move them. As I strolled among the new old cars, peeking my head down into the windows, a salesman approached.

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Taking stock of your sales activity

Nicola Lutz   Sell it in English 4/2018

Sometimes we need to take a little time to check up on what we are doing, and this is vital in your sales activity if you want to be successful. Continual improvement not only adds to your skill set and improves results but also keeps you motivated through learning. Ideally, take stock every few weeks. If this sounds arduous, there is a tip to use the Stop, Start, Continue method below.

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The follow up, or how to increase the chance of a sale

Maciej Sasin   Sell it in English 4/2018

When I was asked to write this article, I thought the topic was so obvious that it wouldn’t be interesting. However, after a moment of reflection I came to the conclusion, however, that there’s something there that the salespeople who call me rarely follow up... I realized that this is indeed a problem and that what for me is a normal part of relationship building, for many is a meaningless activity. In the article I will answer the question of why and how to do effective follow up.

Creating product value

Agnieszka Grostal   Sell it in English 3/2018 Tylko on-line
Is low price always the key to success? Why do customers decide to buy a more expensive product if they can buy another, similar product at a better price? Currently, the deciding factor is value added. The client wants to get something more than just a product or service. And they’re able to pay for it.
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Each customer is different

Karol Froń   Sell it in English 3/2018 Tekst otwarty
“The greatest inequality is to treat everyone equally” - this principle described by Ken Blanchard in the book The One Minute Manager well characterizes an error commonly committed in both management and sales. Salespeople often work systematically, approaching each customer in the same way. They know several sales and persuasion techniques and stubbornly apply them to all clients, forgetting that each customer is different.

Twelve myths of sales

Michał Lisiecki   Sell it in English 2/2018 Tylko on-line
When we want to increase our sales, we look to expand to new markets, improve the skillset of our sales force or do more research of our target customers. Of course those are all the right things to do as it is self-improvement. However, what is worth considering is whether or not our perception of sales is distorted by myths, which might hinder us to see what is possible or impossible in the difficult art of selling.

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