Sell it in English 6/2019

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Price negotiations in practice

The ability to negotiate is one of the key competencies of every salesperson regardless of the industry in which they operate. Among all the elements related to negotiating the terms of sale, the price is probably one of the most important. That is why our Featured Article in this issue is “How to bargain, or price negotiations in practice” by Maciej Chabowski. With the help of this article you will learn how to prepare for price negotiations, when it is not worth undertaking them and which techniques should be used in order to achieve the goal.

Nowadays, when the client’s shopping process often starts on the Internet, where they view products, look for information about services and check opinions, personal branding gains in importance. If the client perceives you as an expert in your industry - you will be the first they turn to when they start thinking about buying a product or service. That is why it is worth taking care of your personal brand. How? You can read about it in the article “Personal branding, or how to build your personal brand in sales” by Monika Mucha.

Every salesperson knows a situation like this one: after many talks with a client, collaborating to find an optimal solution, and receiving a summary proposal, the buyer suddenly demands a whole new set of requirements. Or they introduce another group of people into the evaluation process. Or maybe they inexplicably postpone the final decision. The list of potential surprise actions that clients can take is endless, but as a sales professional you can try to prevent them and learn how to deal with them. More about surprising situations in sales in Timothy Sullivan’s article “How to deal with surprising sales situations”.

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Articles

no. 6/2019

How to bargain, or price negotiations in practice

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The ability to negotiate the terms of business cooperation is one of the basic competencies necessary to build each salesperson’s effectiveness. Among the issues negotiated in all industries, the question of “most important” - and also “most difficult” - is, of course, the purchase/sale price. So how do you prepare for such situations?

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Open access On-line only no. 6/2019

10 ideas on how to leave the competition behind

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You aren’t always selling products and services that you have influence over. The competition has lower prices, more choice, and you can’t entice the customer with discounts, promotions or freebies, because your company’s policy doesn’t allow it. In such cases, I often hear from salespeople that it's not their fault that the customers don’t buy. What if you find an idea for differentiating yourself...

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no. 6/2019

Value Proposition, Elevator pitch and USP – what is the difference?

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In sales and marketing, it’s important to know your carrots. We seem to focus on the easiest - the USPs, Unique Selling Propositions, and it is indeed important to know how to differentiate yourself from your competitors. However, don’t forget to check up on your elevator pitch. And if you want to grow, you are going to need to define your value proposition too. So, what is the difference?

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Open access no. 6/2019

Personal branding, or how to build your personal brand in sales

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In the sales world, where the number of interpersonal contacts with clients, suppliers, partners and associates is above average, it’s worth finding time to analyse what brand we’ve managed to create so far and what positive or negative consequences it creates.

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no. 6/2019

Post‑meeting critique

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In sales we are usually an optimistic, positive bunch. We like to look on the bright side, and if we didn’t then we probably wouldn’t follow up any “cool” leads, make as many calls or try and break new markets. However, we also bounce back well from a “no” and a meeting that didn’t go so well.

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no. 6/2019

How to deal with surprising sales situations

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It sometimes happens to every sales professional. Every so often, buyers change direction in surprising and unforeseen ways.

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Open access On-line only no. 6/2019

The CSA Summit: “Email Just For You”

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The CSA Summit will be held for the sixth time in 2019. Here, international experts will support marketers and technical experts through a wide range of inputs on the topic of email. Some topics will be discussed in greater depth in workshops on the following day.

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no. 6/2019

Sales savoir‑vivre: "Perhaps we can discuss things over lunch?"

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Business meetings in restaurants are part of our job. Leaving the office gives a feeling of a less formal atmosphere, and eating meals together is an opportunity to build good business relationships. Remember, however, that it’s still primarily a business conversation, and any faux-pas can affect your image.

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no. 6/2019

A colorful message, or what you can tell the client with colors

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Color psychology deals with the relationship between color and human mood and behavior. So how do colors affect you and your audience? Theoretical knowledge deepened by practical application will translate into a noticeable increase in sales efficiency.

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no. 6/2019

Will they buy, or won't they?

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When arriving at a sales meeting, every salesperson has the same question in their head. Armed with appropriate knowledge and experience, they’ll quickly find out the answer during the presentation. Using several factors as an example, we’ll show how to interpret and respond to customer behavior in order to finalize sales.

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no. 6/2019

Dream team. How to foster teamwork in the workplace

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Imagine your team works like a world-class orchestra. Every note is perfectly timed in a synchronized harmony and the audience hear the music soar. Everyone knows their part, and everyone knows how essential their contribution is to the overall effect. The orchestra trusts the conductor, because he is the only person to see the whole picture and to help them combine separate pieces into one. Yes, this...

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On-line only no. 6/2019

Close third‑level meetings with a hybrid consumer

A hybrid consumer, that is a person who buys products at various price levels depending on their needs and priorities - and regardless of their means - is a relatively new concept. How do your needs and expectations translate into the purchase process, and what does this mean for salespeople?

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no. 6/2019

B2B customer journey

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Until recently, the sales process gave direction to the salesperson’s actions and determined their effectiveness. Today, clients are taking control of the sales process, and at which stage the salesperson makes their appearance determines how great their influence will be. Understanding the client’s purchase path and matching the sales process to it provides a distinct competitive advantage and allows...

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no. 6/2019

How to make every customer feel like a VIP

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I recently called a long-time customer to ask them to be a reference for a prospect we were trying to close. This client was someone we had worked with for several years, with consistently good results. Still, I always feel a little reluctant to ask customers for a favor, above and beyond our usual business relationship.

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no. 6/2019

Social selling and how to do it well

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Social selling is a trend sweeping the world - this strategy focuses on building relationships, which then turn into sales. It’s incredibly successful but can be hard to start. This article breaks down the points to focus on best practices and how to measure your success to make sure you’re getting the most out of your social selling strategy.

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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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