Sell it in English 3/2018

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Techniques for exerting influence in sales

Techniques for exerting influence are the basis of sales skills. However, as professor Robert Cialdini claims - even the best arguments and the most effective strategies of persuasion will not work in our favor if the recipient does not understand the message or the intentions behind it, or - even worse - both. How to effectively influence clients, staying ethic and moral at the same time? I invite you to read the article "Techniques for exerting influence in sales" by Paweł Muzyczyszyn. The author points out how persuasion differs from manipulation and suggests how to influence clients at various stages of the sales process. In turn, Michał Lisiecki in the article "The language of persuasion in practice" writes about how to exert influence through appropriately constructed messages. On our website you will also find Katarzyna Kłobukowska's text “How to spot and stop manipulative clients”, in which the author suggests how the salesperson can defend against manipulation on the part of the client.

Have you ever wondered how much time you devote to each customer's service and how is it to the profit that he provides you? It is a good idea to regularly analyze the portfolio of supported clients, if only to properly balance the effort put into building a customer relationship to the value it generates. How to do it, writes Magdalena Kucharzewska in the text " Risk analysis of the portfolio of serviced clients".

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Articles

no. 3/2018

Techniques for exerting influence in sales

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The skillful use of influence exerting techniques not only allows for more and better sales, but also allows salespeople to recognize and respond to attempts at manipulation from the client. How can you ethically, morally, and effectively influence clients?
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On-line only no. 3/2018

Creating product value

Is low price always the key to success? Why do customers decide to buy a more expensive product if they can buy another, similar product at a better price? Currently, the deciding factor is value added. The client wants to get something more than just a product or service. And they’re able to pay for it.
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Open access no. 3/2018

Each customer is different

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“The greatest inequality is to treat everyone equally” - this principle described by Ken Blanchard in the book The One Minute Manager well characterizes an error commonly committed in both management and sales. Salespeople often work systematically, approaching each customer in the same way. They know several sales and persuasion techniques and stubbornly apply them to all clients, forgetting that...

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no. 3/2018

Risk analysis of the portfolio of serviced clients

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Remuneration is one of the key reasons why people work in sales. For the sake of predictable earnings, it’s a good idea to regularly analyse your portfolio of serviced clients and reflect on the possible risks associated with it.
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no. 3/2018

It’s the story that sells, not the facts

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Life writes the best stories. It’s the same in sales. Sales stories should demonstrate real benefits and provide real-life examples that can let the client identify with our solutions. Compelling stories that attract the client’s attention allow you to appeal to their mind.
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no. 3/2018

The right questions at the right time

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At all sales training sessions, coaches use the mantra: “Ask questions, ideally open questions.” Using this principle, and being a young salesperson myself, I’ve asked customers a lot of questions, and I haven’t sold much. Now I know where I made a mistake. And that’s why I decided to write this article.
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no. 3/2018

Body language on sale

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Words are just one part of our communication with clients. Much more important are the visual impressions we make during conversations. It’s not just your appearance, but above all your body language that can either convince or discourage a client.
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On-line only no. 3/2018

How to spot and stop manipulative clients

The sales process is sometimes described as a battle between persuasion and manipulation, and both techniques are usually ascribed to sales professional. But what if it is the client that is trying to manipulate the salesperson? How can he or she manage the manipulative behavior?
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no. 3/2018

The language of persuasion in practice

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The right choice of words during a sales conversation is an element many salespeople don’t pay attention to. Meanwhile, talking with a client is not the same as chatting with your neighbour. If what you say is supposed to have a persuasive influence on the client, you’ll have to follow a few rules.
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no. 3/2018

Effective sales in the global village

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International clients can sometimes pose a challenge, and not only in terms of language. How can you communicate with them, what arguments should you use, and what sales techniques should you apply to be effective in the dynamically developing ‘global village’?
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no. 3/2018

Mistakes preventing you from closing the deal

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If you feel convinced by the product, you increase your chances of selling it as it is easier to recommend something you actually use. However, many salesmen, despite being satisfied with the product themselves, have trouble closing the deal. What mistakes are they making and how can they be avoided?
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