Sales is a game. A game in which both sides are guilty of foul play - I think that every salesperson will find among their professional experience a lot of examples to confirm this thesis. The catalogue of tricks used by clients seems endless. How do you identify them and not get caught up in the game, and even if this happens - how do you get to a winning position? Marek Waśkiewicz provides some tips in our Featured Article "What game are clients playing?” Imagine yourself coming back from a business meeting that took place on the 10th floor of an office building housing many companies. Getting into the elevator, you notice that the president of a large company, which operates on the first floor, is going to take the same elevator. You have been trying to arrange a meeting with him for a long time, so taking a lift together seems like a dream opportunity to interest the president in your offer - the problem is that you will spend less than 30 seconds together... Of course, the chance that this will actually happen to you is rather small, but your Elevator Pitch, which is something like a 'teaser' of your offer, which will arouse the interest of recipients and allow you to take the next step in the sales process, should be always ready to use. How do you prepare a convincing pitch, why is it so difficult and where do you look for inspiration? You will learn from Michał Lisiecki's article "What does the elevator have to do with sales?”
Can you imagine a sales conversation without asking questions? I’m convinced that your answer is “NO”. But not every question will make the finalization of the transaction easier. To make it happen, every one of them should be well thought and used for a certain purpose. What is the difference between questions used as a form of politeness and those used to request a feedback from your client? How do you keep control over the sales process? Jilly Woodford’s article “Opening up the dialogue” will help you dispel all these doubts.
Prospecting - the process of finding potential clients - is one of the salesperson’s most difficult tasks. It often requires conversations with unpleasant clients, and often involves refusal and rejection. Interestingly, the clients themselves don’t like it either. Why? Because they don’t like salespeople? Or perhaps because they apply practices that discourage potential clients?
According to a recent survey by CSO Insights, sales professionals spend an average of 18.1 percent of their time prospecting and preparing for calls.1 That is nearly one day per work week. Salespeople who have a lean pipeline of opportunities spend even higher amounts of time. With this amount of investment, one would think that sellers would spend their time as wisely as possible. However, when I...
In sales, being memorable matters! You work much too hard and put in far too many hours to let yourself be easily forgotten. You don’t want to be part of the ho-hum background noise in other peoples’ lives. You’re better than that. You have more to offer than that. And it’s time you made some simple changes to how you present yourself so the impression you make is a lasting one.
A business presentation is just getting started. The salesperson turns to the first slide and says: “Good morning! My name is John Smith and I would like to tell you a few words about our company.” After such an introduction, we already know how this presentation will go and that nothing will surprise us. We’ll be bored for the next half hour...
In our book, The Collaborative Sale1, my colleague Keith Eades and I looked closely at the behaviors of top performing sales professionals, especially those selling business-to-business (B2B) solutions. We identified how exceptional sellers align with modern buyer preferences, and we described various methods for achieving strong results consistently.
In the last issue of the magazine I initiated a new thread in the Skills Academy column. The article covered handling a communication breakdown caused by our temporary inability to express ourselves due to a lack of the necessary vocabulary. There is of course another, equally important area of language where such breakdown may occur—namely the usage of tenses. Even those learners of English whose...
It’s no secret that - unless you live in the middle of nowhere - you come into contact with about three thousand marketing messages a day. This is the necessary minimum that we absorb when living in the so-called civilized world. As a consequence, we can devote less and less time to acquiring new information about possible business offers. That is why a good, short ‘pitch’ is now of premium importance....
You probably know the saying: ‘give a finger and they’ll take your whole hand’. It’s often said by parents who are trying to explain to their children that they’re crossing the line. This saying can also apply to sales. Let’s start from the beginning.
Sales is one of the most popular professions in the world and, although it may seem like selling goods and services doesn’t require too much effort, only a select few achieve significant success, earning amounts that others can only dream of. Even though the reasons for this are largely visible in the competences of the best salespeople, it is often an emotional topic.
Person-to-person sales rely on the communication and rapport between the salesperson and the client. This article is about how to use the right questions all the way through the sales process as a way of ensuring that you have understood your business partner, that you are getting proper feedback and that you are connecting with the client as a person and as a partner. It is an amazingly effective...
Changes are often associated with uncertainty and raise many questions, especially in business relationships. Why are things changing? What does that mean to me personally? Can I handle the new realities? Is it still worthwhile for me to buy or continue using the product or service? How can I help the client through the changes without losing them?
Any interaction between a manager and an employee provides an opportunity for mutual understanding only if the manager is the right person in the right position (this is surprisingly rare), and if the subordinate takes a professional approach. What does this mean in practice?
Going down the road of self-development requires the courage to leave your comfort zone. In this article you will learn how to take the first step, that is, how to diagnose your professional weaknesses and determine what criteria should be used when choosing a training program that will help overcome them.
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