Customer relationships

Open access no. 10/2020

Why sellers often misunderstand and overvalue the meaning of "relationship selling"

Why sellers often misunderstand and overvalue the meaning of "relationship selling"

It is true that many people buy from people that they like. But is that all that sales professionals need to be a good “relationship seller”?

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no. 9/2019

Accept your customers as they are

Accept your customers as they are

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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no. 9/2019

The customer life cycle

The customer life cycle

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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no. 8/2019

How to be persistent in sales without being annoying

How to be persistent in sales without being annoying

Persistence pays in the sales profession. According to a study by InsideSales.com1, salespeople should attempt to contact a potential prospect at least six times. Another industry survey2 found an average of eight attempts needed to succeed. Yet another analysis3 showed an average number of 16 interactions recommended to reach targeted prospect accounts.

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no. 8/2019

'Could I ask for a recommendation?'

'Could I ask for a recommendation?'

Recommendations - an inexhaustible source for acquiring new clients. Organizations of entrepreneurs who exchange recommendations are developing very dynamically. More and more salespeople are reaching clients this way. And yet, recommendations still represent enormous untapped potential.

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no. 8/2019

So, why aren’t you making more sales calls?

So, why aren’t you making more sales calls?

Oooh, a large can of worms opened right there. I mentioned calls. I mentioned sales. For those of you getting past the first line, I salute you.

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no. 8/2019

Multigenerational awareness as the key to building long‑lasting customer relations

A multigenerational sales team can span as many as five generations. Some are fresh out of college, some are middle-aged, still others are nearing retirement. Having people who were born between the 1920s and the 1990s in one team creates the potential for creativity and innovation, but also for conflict and misunderstanding. Does the same friction appear when it comes to multigenerational selling?...

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