Sell it in English 2/2018

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Post-purchase service: how to build client loyalty

Post-purchase service is an element omitted by some salespeople. They care about closing the sale, and what comes after that doesn't matter. In the long run, this approach results in the loss of customers who feel that the salesperson is only interested in the transaction. In turn, proper post-purchase service builds the client’s loyalty, because customers know that in case of any problems they can count on help from the merchant. So, how should good post-purchase service look like? Monika Mucha presents several strategies in her article ”Post-purchase service: how to build client loyalty”.

Sometimes, however, you just don't make the sale. Perhaps the customer simply wasn't interested in your offer and nothing you could say would convince them to buy. Perhaps you misdiagnosed their needs and could not adequately present them the benefits? It is worth systematically tracking unsuccessful transactions in order to avoid making the same mistakes in the future. How can you figure out why you failed? I invite you to read an article by Elżbieta Bolimowska entitled ” So you couldn't close the sale - what's next?”.

Thank you for all the opinions and comments we received after the first issue of our magazine - both the positive and the negative. Thanks to you, we know that our work makes sense, and we are mobilized to do our best to satisfy your needs.

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Articles

no. 2/2018

Post ‑ purchase service: how to build client loyalty

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Maintaining client loyalty is one of the primary challenges of modern companies. Competitors create state of the art centers aimed at streamlining company-client communication channels. On the one hand, this allows for reducing operational costs, while on the other hand it increases client satisfaction. What can a salesman do in this area?

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On-line only no. 2/2018

Turn a No into a Yes

For a lot of salesmen, a customer’s “no” is the end of a sales relationship. However, it can turn out to be the beginning of an invaluable discussion and for that you need to be convinced that the ball is still rolling and knowingly navigate the discussion further.
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On-line only no. 2/2018

Twelve myths of sales

When we want to increase our sales, we look to expand to new markets, improve the skillset of our sales force or do more research of our target customers. Of course those are all the right things to do as it is self-improvement. However, what is worth considering is whether or not our perception of sales is distorted by myths, which might hinder us to see what is possible or impossible in the difficult...

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On-line only no. 2/2018

Defending your price and markup during sales talks

Every single day, salesmen, advisors and consultants try to convince potential clients to buy the products and services they offer. The most challenging task is to maintain their desired level of prices and markup.
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no. 2/2018

So you couldn’t close the sale ‑ what's next?

We often blame the poor sales results on a bad market, the quality of sales leads, and aggressive competition. Or maybe the real reason lies in us salespeople? It is worth regularly analysing unsuccessful transactions to make sure you don’t repeat the same mistakes.

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no. 2/2018

Clients urgently wanted

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A large volume of orders can lull many a salesperson into a false sense of security. This can result in loss of ‘sales humility,’ which is often replaced with something like: “I have so many clients that I don’t have to worry about anything.” And that's the beginning of the end - that is, unless you are aware of what prospecting is and why it should play a permanent role in your sales activities.

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no. 2/2018

Before you click ‘send’

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Your potential customers are interested only in how you can help them achieve their desired result. That’s what will make your offer stand out.

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On-line only no. 2/2018

Train your cool

For a salesman, stress is a daily occurrence at any stage of their career. Dangerously enough, it can lead to a rapid professional burn-out, declining sales and even health issues. Therefore, it is imperative to know how to manage and alleviate stress.
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no. 2/2018

8 qualities of a successful salesperson

What does it mean to be a successful salesperson? Does it mean making a lot of phone calls, spending a lot of time searching for potential customers, or having an enormous number of meetings with clients? Acutally, nothing of the sort.

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On-line only no. 2/2018

Who do we buy from and what are the characteristics of a successful salesman?

The fact that not everyone is cut out to be a salesman, makes a lot of them unsuccessful, which leads to a negative ripple effect and a bad reputation of salesmen throughout the market. It is always easier to blame one’s lack of success on the clients, the products, the company or the industry, rather than admit that the effort was inadequate or insufficient. However, the market is filled with successful...

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On-line only no. 2/2018

First of all: communicate effectively!

What you read in the papers or hear on the news or the Internet can often turn out to be not substantial enough, therefore the clients will often ask more questions and they will be in need of trusted advisors. What can a company do to streamline and improve the client-salesman relationship?
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no. 2/2018

From emotional intelligence to sales success

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They used to say, ‘sell or die.’ Today we more often say, ‘make yourself stand out, then let the customer do the buying.’ This new direction in sales is both more optimistic and a little scary at the same time. While for years we have mainly studied‘hard’ techniques for making sales, we haven’t managed to develop soft skills to get to know both ourselves and the people we sell to. Emotional intelligence...

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Open access no. 2/2018

12 ways to build positive customer price perception

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Price is one of the main elements which determine whether the customer decides to buy a specific product. How can you present prices in order to convince the customer to buy? Here are a few examples of how to achieve positive customer perceptions through appropriate price presentation.

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no. 2/2018

7 habits of a highly effective networker

More and more often, we hear that in order to achieve strong sales, we need to build a large and strong network of contacts - to have people whom we can call and who can call us if they need advice, information, recommendations, or just a push in the right direction. So how do we build contacts which will create the social capital from which we can reap some profit?

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no. 2/2018

B2B client loyalty

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Getting a new client doesn’t mean they will stay with you forever. Holding the client using provisions in the sales agreement isn’t a good solution either. What can you do to ensure that the business relationship you’ve built lasts for a long time and allows you to build a healthy business based on predictable income?

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