Strategies for success

Cold calling works if...

Karol Bartkowski   Sell it in English 8/2019 Tylko on-line

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. Only two factors are needed. Do you want to know what they are? Well, read on.

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Leave the price for the end

Tomasz Kalko   Sell it in English 8/2019

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.

A blog as a sales tool

Michał Lisiecki   Sell it in English 7/2019 Tylko on-line
Blogs have long been tested as a tool for reaching new customers. If your company doesn’t have a blog yet, it means that you’re either looking to get rid of customers, or that many people who might buy something simply don’t, because you don’t provide them with the right reasons. Running a company blog is a cheap and effective way to acquire new customers.
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Effects instead of needs

Rafał Mróz   Sell it in English 7/2019

Asking clients about their needs is pointless. Why? Trying to address needs will take you down a slippery slope. On one hand, they are an important part of the sales process, on the other, clients aren't naïve. They won't let themselves be persuaded that they need something if they don't. And, to make it harder, they really don’t think about their needs. Often, they don’t even know what they need.

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10 ideas on how to leave the competition behind

Elżbieta Sawczuk   Sell it in English 6/2019 Tylko on-line Tekst otwarty

You aren’t always selling products and services that you have influence over. The competition has lower prices, more choice, and you can’t entice the customer with discounts, promotions or freebies, because your company’s policy doesn’t allow it. In such cases, I often hear from salespeople that it's not their fault that the customers don’t buy. What if you find an idea for differentiating yourself from the competition...?

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Value Proposition, Elevator pitch and USP – what is the difference?

Nicola Lutz   Sell it in English 6/2019

In sales and marketing, it’s important to know your carrots. We seem to focus on the easiest - the USPs, Unique Selling Propositions, and it is indeed important to know how to differentiate yourself from your competitors. However, don’t forget to check up on your elevator pitch. And if you want to grow, you are going to need to define your value proposition too. So, what is the difference?

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