Sell it in English 4/2018

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Selling services effectively

The sale of services is governed by different rights than the sale of products. It also requires slightly different skills. You have to present to the client something that they cannot touch, try, sniff. It is also easier to make a mistake – and a customer disappointed with the service will dispel his dissatisfaction on the person who sold it to him. In the case of a defective product, he will share his frustration with the producer, distributor and finally - with the salesperson. So, how to effectively sell services? In our Featured Article - "Selling services effectively" by Elzbieta Sawczuk – you will find some tips. We hope they will be useful!

Many salespeople finish their contact with the customer by sending an offer via e-mail, which means they are closing their way to sales. Perhaps this is due to the conviction that if the offer is good, the customer will respond? Or maybe fear of the refusal is the reason? A lot of sales people simply do not want to be considered too intrusive. " Sending an offer and not following up is like asking someone a question and not wanting to hear the answer” - writes Maciej Sasin in the feature "Follow up, or how to increase the chance of sale". If you would like to learn how to effectively use this tool, we invite you to read his article!

One of the biggest challenges in a salesperson’s job is how to properly position price in the context of value. As Tim Roberson writes, there are three main ways: showing how the product will improve revenues; demonstrating how the product will eliminate costs and showing how the product will eliminate future risk. If you would like to learn more about presenting the value of your products or services and competing against competitors who will attempt to undercut you on price, the article “How to position price in the context of value” will be perfect for you!

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Articles

no. 4/2018

Selling services effectively

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In many ways, sales of services are different from product sales. When buying a service, the client pays for something intangible, for something they can’t touch, smell, or taste. That’s what makes clients less trusting, what makes it harder to sell services. There’s also an advantage - compared to products, it’s easier to match services to client needs, which increases the chance of a sale.

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Open access no. 4/2018

How to position price in the context of value

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Buyers go through many phases on their journey from thinking there might be a business problem to finding a product or service to solve it. Initially, they may not be aware that there is a specific need, only that there is something off, small difficulties that they are ignoring as just part of the job. Eventually, they will discover that there is a real need. It’s here that they start to investigate....

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no. 4/2018

How demonstrating value makes negotiation easier

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Several years ago, I bought a new car. Like many buyers today, I had done my research. I knew what I wanted, the options I was looking for, and what I was willing to pay for them. I drove up on the lot in my old pickup truck and went straight away to the back corner where last year’s models were hiding away. These were new cars, but they had been relegated to the backlot to make room for the new models,...

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no. 4/2018

Taking stock of your sales activity

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Sometimes we need to take a little time to check up on what we are doing, and this is vital in your sales activity if you want to be successful. Continual improvement not only adds to your skill set and improves results but also keeps you motivated through learning. Ideally, take stock every few weeks. If this sounds arduous, there is a tip to use the Stop, Start, Continue method below.

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no. 4/2018

The follow up, or how to increase the chance of a sale

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When I was asked to write this article, I thought the topic was so obvious that it wouldn’t be interesting. However, after a moment of reflection I came to the conclusion, however, that there’s something there that the salespeople who call me rarely follow up... I realized that this is indeed a problem and that what for me is a normal part of relationship building, for many is a meaningless activity....

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no. 4/2018

Patience is a virtue – especially in sales

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I just googled ‘top sales skills’. In the first page of entries from various experts and sales sites, not one of them listed ‘patience’. I am certain they would agree this is a vital skill and yet they haven’t listed it. Why is that?

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no. 4/2018

Speak for success. How to speak about your product and sell it

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A product or a service – it does not matter what you sell, as long as you are able to show your prospect that the product or a service you offer will make the whole world of difference in their lives. And regardless of the sales technique you use, one thing is critical to your sales – the language that you use. Since you may only have one opportunity to talk to a customer before their purchase, it...

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On-line only no. 4/2018

How they see you is how you sell

In 1999, Tanya Chartrand and John Bargh conducted experiments that provided the scientific basis for describing the ‘chameleon effect,’ a social influence tool. They studied imitation, which is a natural human behavior - in the first days of life, newborns begin to imitate those around them, and as adults we tend to like people who behave similarly to ourselves. Based on these observations, a sales...

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no. 4/2018

Ways clients make our work difficult

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Sales are part of almost every aspect of life. People sell everything you can make money from. Although the number of products sold is always growing, sales are getting more and more difficult. Why is that?

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no. 4/2018

The 5 paradoxes of sales

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The vast majority of sales and negotiation training materials encourage us to use proven, predicable client acquisition patterns. Needs testing, the language of benefits, attractive promotions, plans for dealing with objections, and proper product presentations are undisputed elements of every salesperson’s toolkit. When analysing research into client behavior, we encounter situations in which their...

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no. 4/2018

10 prospecting practices that discourage potential clients

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Prospecting - the process of finding potential clients - is one of the salesperson’s most difficult tasks. It often requires conversations with unpleasant clients, and involves refusal and rejection. Interestingly, the clients themselves don’t like it either. Why? Because they don’t like salespeople? Or perhaps because salespeople apply practices that discourage potential clients?

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