Update 05.08.2020

Magazine service "Sell it in English" is exactly: 266 (+19) articles and 76 (+5) authors.

Latest issue 12/2020 (august-october)

The coronavirus pandemic has changed the world, also the business world, and salespeople all around the globe have had to pivot their way of prospecting, meeting clients, building rapport with them and finalizing transactions. This situation is new for all of us – some people have taken to it as a duck to water and broken all their sales records, while others have felt completely dazed and confused. What direction should you take in these uncertain times? How do you win a client despite all the obstacles coming your way? Take a look at the articles prepared by Nicola Lutz, Timothy Sullivan and Amy Smalfus – I believe their tips will be a guiding star leading you to success.

Today’s customers are very well educated - many of them know your company’s and competitors’ offer at least as well as you do. It’s hard to surprise them by pulling an ace out of your sleeve. Very often, salespeople reach for another weapon: a price reduction. Unfortunately, as a consequence, at our own request, we not only lose margins, but also build the image of our company as cheaper, which in extreme situations may even result in the bankruptcy of the company. How do you convince the customer to buy from you without reaching for discounts and other price reductions? Be sure to read an article “Why should the customer buy from you?” by Tomasz Kalko.

"Please send an offer by email” - this is probably one of the most hated sentences salespeople can hear from their customers. For many people, it is basically tantamount to a lack of interest in the product/service they sell. Meanwhile, the reality may look completely different, and a properly constructed e-mail can bring you closer to finalizing the transaction. You just have to remember a few iron rules, the most important of which is: "you sell by conducting the conversation in the right way, the offer is just an addition.” More on this subject in the article by Iza Krejca-Pawski "Get the client to open the offer."

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Featured article

no. 12/2020

Selling in a crisis

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The impact of the COVID-19 pandemic on sales teams cannot be understated. As organizations frantically turned their attention to keeping their employees and customers safe, maintaining business continuity and protecting cash, many sellers found themselves in an unprecedented situation. Suddenly, they discovered that many, if not all, of their sales opportunities are stalled, with no clear options about...

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no. 12/2020

Selling in the time of coronavirus

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There’s no doubt that the COVID-19 pandemic has hit most businesses hard. We have all had to learn new ways to work and the keyword is ‘pivot’. Pivoting your business, and sales, to cope with the change in circumstances has been vital to success. And we at No Fluff have been no different.

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no. 12/2020

Selling in uncertain times

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In most industrial countries affected by the COVID-19 pandemic, the rate of newly reported cases finally appears to be decelerating, after nearly half a year since the global pandemic began. This is good news, certainly. However, according to recent research by McKinsey, the pandemic recovery curve is not likely to be symmetrical – it will almost certainly exhibit a gradual return to normalcy over...

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no. 11/2020

What game are clients playing?

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Sales is a game. A game in which both sides are guilty of foul play. Bluffing, manipulation, and unfair tactics are an integral part of the whole process. Where in all this is a place for an authentic relationship between partners?

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Strategies for success

Open access no. 12/2020

Get the client to open the offer

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“Please send an offer by email” is one of the worst sentences a salesperson can hear. For many, it means one thing - the end of the conversation and a missed opportunity. But is that really the case? And what should be done to ensure that the client actually opens the offer and, above all, wants to read it? Discover the most common mistakes, avoid them, and learn how to use an emailed offer to your...

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no. 12/2020

Success in negotiations? Don’t start without BATNA

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When we’re preparing for negotiations and we feel that the client has the upper hand, we often find ourselves considering how much we’re willing to concede. However, this is the wrong approach, and it may end badly for us. Instead of analysing what we are and aren’t willing to give up, it’s worth first thinking about the consequences of not reaching an agreement. Searching for the possible alternatives...

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On-line only no. 12/2020

How do we collect information on clients before we contact them?

Today's client expects a knowledge-based conversation. However, the topic of the conversation has changed. Knowing your product only gets you in the door. What really matters is how well you understand the client's world and what you know about the challenges and opportunities they face. With this knowledge, it will be easier to initiate contact with a new client and to conduct a partner-to-partner...

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no. 11/2020

5 factors of success in B2B selling

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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.

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Skills academy

no. 12/2020

Verbal roadblocks ‑ that is, what not to tell the customer

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More and more often, we’re told that we live in a time of cacophony and information overload. We see and hear too much information, too many ads and too many offers. This isn’t a natural phenomenon, and it has changed the reality of sales. Let’s take a look at which words and phrases are helpful, and which put up roadblocks for our customers.

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no. 12/2020

Don't tense up with tenses. How to become the master of the past, the present and the future. Part II

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In the previous issue of Sell It in English readers had the opportunity to get acquainted with simple and progressive (continuous) tenses, time frames and placing actions expressed in these tenses in time. I did not want to present the subject in a conventional manner, therefore I didn’t approach it like classic textbooks do. This time, on the other hand, I will occasionally refer to definitions or...

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no. 11/2020

"We've gone to too much trouble to give up now!"

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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.

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no. 11/2020

What does an elevator have to do with sales?

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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....

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Psychology of sales

no. 12/2020

How to motivate yourself

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Anyone can find their own sources of motivation. It’s very important to be aware of both what drives us to act and what leads us to put off our goals. How do we do that - how do we move from words to deeds?

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On-line only no. 11/2020

Don't give in to negative emotions

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.

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no. 10/2020

The source of success is in your head

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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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no. 10/2020

How to avoid routine in sales talks?

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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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Customer relationships

no. 12/2020

Guide the client to the purchase!

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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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no. 12/2020

A red bow, or what the client (doesn’t) expect

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It would seem that these days, buying a car from the showroom shouldn’t be too difficult. It should be as routine as buying your favourite roll from the bakery. You enter the showroom, buy, and leave, and the happy salesperson moves heaven and earth to satisfy you (they’re on commission!). Well, I recently found out that such a transaction can be an amazing adventure and spending $25 thousand isn’t...

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no. 12/2020

Why should the customer buy from you?

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10 years ago, air conditioning in cars was still a luxury. Today, even the cheapest car comes with air con as standard. Interestingly, customers negotiate on exactly the same principle - if they get used to something being standard, they won’t hesitate to ask for greater concessions. Don’t get caught up in this game!

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On-line only no. 12/2020

Should we always resolve complaints in the customer’s favor?

Regardless of whether we’re buying a product or service, when we pay for something, we want to get exactly what we expected. How should we approach complaints in times when emotions are the most important factor when making a purchase, and when building a relationship between a customer and a brand?

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The salesperson’s day-to-day challenges

no. 11/2020

"Boss, there's something I'd like to talk about...". How do you talk to your boss about a pay rise or promotion?

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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?

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On-line only no. 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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On-line only no. 9/2019

Memories of a salesman: to make mistakes is human

Mark is an experienced salesperson working in a car showroom. It was a really hot day. Thankfully, the air conditioning was on full blast in the showroom, allowing Mark to concentrate on work and not think about the temperature outside. However, thanks to the e-mail that Mark received up a few minutes ago, he’s now sitting in a pool of his own sweat. It turned out that a large consignment of vehicles...

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no. 8/2019

Good product, bad sales

What do you do when sales of a leading product start to fall? What should you look for when analysing what caused the problem? Using the example of Anna - a pharmaceutical representative - we demonstrate how to get back on the right track when the competition has launched a similar offer at a lower price.

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Technologies

Open access no. 9/2019

7 ways to ensure your sales team are fans of your CRM

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As a sales leader, you likely understand the numerous ways a customer relationship management, or CRM solution can add value to your business and help transform your sales processes. Studies have shown that companies who incorporate CRM systems communicate more effectively with their customers and deliver a better overall customer experience, in turn helping to boost customer retention. So how then,...

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On-line only no. 9/2019

How to make a video on a limited budget

You don’t necessarily need a huge budge to create a video for your business. Of course, it helps, but it isn’t necessary for creating attractive materials for your customers. In the article, we present some tips on how to create movies with limited financial means.

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no. 7/2019

How CRM can help salespeople boost their results

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Salespersons have a lot of data to manage. And today more than ever, when the experience we give our customers is our differentiator, it’s hugely important not to reduce one’s customers and prospects down to just raw data.

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no. 6/2019

Market analysis ‑ step by step

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Reliable market analysis is often the foundation of shrewd managerial decisions. It offers a long list of benefits - it helps to define directions for development, select, strategies, and plan better, and it helps improve the efficiency of current operations. The ability to conduct market analysis is also useful when working on the sales front line. So how do you conduct professional market analysis?...

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Salesperson's navigator

no. 12/2020

“We have a deal!” ‑ does spontaneity help in sales?

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Have you ever come out of an important meeting with a strange feeling, thinking, “Did I maybe overdo it a little bit?”, “Were my reactions too spontaneous, not professional enough?”. If you have, I offer you a short article on this topic.

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no. 11/2020

Training that makes sense

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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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no. 8/2019

7 trends that are changing sales

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Modern sales are evolving with the development of new technologies. Ubiquitous access to knowledge and information is also changing the customer’s approach to the purchasing process. For years, we’ve been talking about the demise of traditional sales and the smaller and smaller role that salespeople play in the whole process. And how is it really? Here are seven challenges that are increasingly affecting...

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