Customer relationships

no. 14/2021

"I have to try it first!"

"I have to try it first!"
  • How do you refuse when client asks for a free service?
  • How can you say a polite "no" to the influencers and bloggers who want to get your products/services for free?
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no. 14/2021

"Why did you choose the competition?"

"Why did you choose the competition?"
  • What are the main reasons clients decide to choose the offer of your competitor instead of your offer?
  • How to ask clients about the reasons for their decisions?
  • When not to ask?
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no. 14/2021

When regular clients start to leave...

When regular clients start to leave...
  • Why is a satisfied client different from a loyal client?
  • What can weaken client loyalty and make client leave?
  • Could the price be the reason why clients leave?
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no. 13/2020

Client relationships in the pandemic era

Client relationships in the pandemic era
  • Which four areas should a team leader take care of first?
  • How can you help your team manage client relationships in the pandemic era?
  • How can you communicate effectively with your team and clients in this particularly demanding time?
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Open access no. 13/2020

How to build trust when selling virtually

How to build trust when selling virtually
  • How has the coronavirus outbreak changed the dynamics of trust building forever?
  • What is a swift trust theory?
  • Do the role-based interaction lead to more rapid development of trust than person-based interaction?
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no. 13/2020

Presenting online isn't virtual selling

Presenting online isn't virtual selling
  • Why virtual selling and presenting in a collaborative web platform aren’t the same thing?
  • What are the biggest mistakes salespeople make when trying to sell virtually?
  • Does being memorable equate to being meaningful?
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no. 12/2020

Guide the client to the purchase!

Guide the client to the purchase!

In sales, leadership is primarily the ability to influence. Traditional sales methods place great emphasis on presenting the offer, and thus on speaking. Modern sales leadership, however, is above all the ability to ask the right questions and listen empathically.

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