Sell it in English 10/2020 (luty-kwiecień)

Sales Pro Magazine nr 10/2020 - Storytelling - facts and myths

Storytelling ‑ facts and myths

Storytelling in sales is gaining more and more popularity - and no wonder, because when properly prepared and used, it can bring measurable effects. There are, however, a lot of myths about storytelling. Most of them are false, and when implemented they may even harm our sales. Is it true that WHAT we say is less important than HOW we say it? Does a well-told story work better than specific numbers? What do Greek myths have to do with sales? Tomasz Targosz answers these (and other) questions in our Featured Article. If you would like to know something more about this topic, you definitely should also read the article „How not to tell stories” from Katarzyna Muzyczyszyn. The author points out the most common mistakes made by storytellers - from using too many details, through excessive care of the chronology of events, to the abuse of so-called trash words. Most of us would probably rather buy from people we like than from people we don’t like – it’s obvious. But as a seller, you shouldn’t overvalue the meaning of relationships in sales. There are situations when developing a strong rapport with a customer may even become a stumbling block in finalizing the sale. Why do some salespeople seem to forget about it ? Do you and your sales team pass the test when checking if you know how to redress the balance between relationships and business? Timothy Sullivan’s article “Why sellers often misunderstand and overvalue the meaning of “relationship selling” may be very helpful in answering these questions and verifiying the truth. Have you ever been in a situation when, during negotiations or a simple conversation with a client in English, you missed a crucial word and you were not able to carry on? It’s very uncomfortable, isn’t it? Well, there are two pieces of good news: the first one is that it happens to all of us who are not native speakers, so there’s no need to worry too much. The second bit of good news is that there is a simple way to overcome these difficulties and you can learn it yourself. Are you curious to find out what I mean? Check out the article “In other words—how to handle a communication breakdown” by Bartosz Oczko and everything will become clear and easy.

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Artykuły

nr 10/2020

Storytelling ‑ facts and myths

Storytelling - facts and myths

Storytelling is an increasingly popular tool in sales. When practiced and refined, it can bring measurable results in the form of improved results and better customer relations. However, there are still a few storytelling myths that are circulating in the world of sales. Let’s have a look at three beliefs about storytelling and see if they’re true.

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Tylko on-line nr 10/2020

Marketing for salespeople: E‑mail marketing in practice

Sales and marketing are professions that require constant cooperation and mutual support. This joint effort is directed at acquiring clients and earning revenue for the company. In principle, roles and responsibilities are clearly divided, but in practice that’s often not the case. That’s why every salesperson (you too!) should know marketing techniques - especially email marketing, which is useful...

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nr 10/2020

How not to tell a story

How not to tell a story

Once upon a time... There was a time when it seemed like every story started that way. As children, we loved to hear stories about faraway lands where good triumphed over evil, where the hero always came out on top. Though we may not know it, we still like those stories - not as fairy tales, but as stories communicated by people, movies, commercials or newspapers. We can listen to them over and over...

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nr 10/2020

6 steps of monitoring the competition

6 steps of monitoring the competition

Today’s clients are more aware of existing market offers than ever, which often means that it is they - not salespeople - who know more about what’s on the market. In such circumstances, monitoring the competition becomes one of the most important activities necessary to build an attractive offer.

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nr 10/2020

How to reliably demonstrate product advantages to a client

How to reliably demonstrate product advantages to a client

I once met with a person offering negotiation training - apparently the best in Europe. We sat down, and I spent the next hour hearing about the superiority, attractiveness, reliability and other advantages of their offer. After 10 minutes I was slightly surprised by their lack of interest in how our company works or what we need. After 20 minutes I was slightly bored, and after 40 I began to be irritated....

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nr 10/2020

Business English Video Course

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nr 10/2020

Who's running the show ‑ that is, how to regain control of a sales conversation

Who's running the show - that is, how to regain control of a sales conversation

In a typical business relationship, the client has all the cards. They have high expectations, demand exceptional treatment, and offer nothing in return. They treat salespeople like they’re begging for something. As a salesperson, should you consent to such treatment? Absolutely not.

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Tekst otwarty nr 10/2020

In other words ‑ how to handle a communication breakdown

In other words - how to handle a communication breakdown

I have long been pondering on the topic for this article which hopefully will initiate a whole series of articles dedicated to all sorts of mechanisms governing English language as well as methods and approaches one can apply to learn English successfully. I have finally decided that the article should combine both theoretical and practical aspects of the language usage, and with references to the...

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nr 10/2020

"Dear client, you can't afford that!"

"Dear client, you can't afford that!"

Objections are what most often paralyse salespeople and prevent effective sales - especially when the client says the price is too high. How can you argue with that when the price is already as low as it can be? Or when you don’t want to start a price war with the competition, when you care about profits? So how do you convince the client that you offer the most value, even if your price is higher?...

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Tylko on-line nr 10/2020

Routine – your best friend or worst enemy?

In sales, routine can be both your best friend and your worst enemy. On the one hand, it helps you implement systematic prospecting activities; on the other hand, it can lead you to reflexively perform the same activities over and over again, despite mediocre results. See what you can do to breathe some fresh air into your sales activities.

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nr 10/2020

How to avoid routine in sales talks?

How to avoid routine in sales talks?

What if someone told you to forget your daily sales routinies and make a brand new start every day? Would it add value to your customer relationships or would it slow down your sales? Are you ready to reconsider your sales habits and break free from routine if necessary?

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nr 10/2020

The source of success is in your head

The source of success is in your head

You surely know the story of the young salesman who got the most difficult client and made the sale because he didn’t know it was a ‘difficult client.’ It’s no coincidence that in sales, a positive attitude doesn’t do anything, but a negative attitude can ruin everything. So how can you work with your own mind and attitudes to build your success and effectiveness?

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Tekst otwarty nr 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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nr 10/2020

The pre‑negotiation jigsaw puzzle

The pre-negotiation jigsaw puzzle

The process of preparing for negotiations and its significance can be summed up in the following sentence: ‘51 per cent of the negotiation process should happen before the bargaining begins’. What contributes to this 51 per cent? The basic principle for every negotiator is System Thinking and Acting (STA). We will describe this here.

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nr 10/2020

Why do clients keep quiet after getting an offer?

Why do clients keep quiet after getting an offer?

When you’re going to send someone an offer, don’t just put it in an envelope and stick it in the post box, save yourself the 50 cents! This golden rule was created by Brian Tracy in the late 20th century. Times have changed and today hardly anyone sends offers by traditional post, but the rule itself still applies.

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Tylko on-line nr 10/2020

A salesman’s memories: Sales standards: help or hinderance?

The new month began quite unpleasantly for David. His branch manager came up to him and, without asking anything, declared: - A new adviser is coming tomorrow. I’d like you to show him the ropes, how you serve clients and how you look for new ones. Just show him how we work, okay? The next day, a new co-worker appeared at David’s desk and immediately started talking about what he doesn’t like...

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