Skills academy

no. 8/2019

Sales etiquette: When you make a gaffe


Everyone has committed a few faux pas, and it’s often difficult to get out of it, to save face. This is all the more important in sales, as gaffes can ruin our efforts to close the deal. What can we do to minimize the risk of a gaffe? How can we fix it if it happens?

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Open access no. 8/2019

Negotiation in practice: The Columbo technique


If you used to follow the television adventures of Kojak, if you enjoy a suspenseful thriller or captivating crime drama, and if you patiently wait for the latest episodes of "Mindhunter" or "True Detective", you probably associate the words ‘cop’ and ‘detective’ with a relentless tough guy who rarely smiles, who is eloquently silent, who answers questions with one word - someone who doesn’t yield...

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no. 7/2019

Time management skills: a key to greater productivity in sales


Every salesperson knows the true meaning of saying ‘time is money’. This is because salespeople do not get paid in terms of the numbers of hours they put in. They are paid to produce results. And this means that every minute salespeople spend not engaging in high-gain selling activities represents lost opportunities and, what follows, lost revenue.

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no. 7/2019

Closing sales on the B2B market


Closing transactions, for example by signing a contract, is just the icing on the cake. If the previous stages of the sales conversation were good, then finalization is a natural consequence. If you don’t finalize transactions, the problem often comes from one of the previous stages, so closing sales, despite being the shortest stage of the entire process, requires many different skills.

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no. 6/2019

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


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

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


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. 5/2018

Negotiations in practice: Analysis of negotiating positions


Negotiations, understood as a communication process aimed at getting an agreement, are an essential tool in the work of a sales person. Without having some degree of negotiation skills, no seller should even dream of being successful. And although, in practice, the success of a transaction is often determined by just one factor, such as price, it is worth knowing how to prepare for negotiation, how...

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Open access no. 5/2018

Email and sales proposals that sell


Persuading people to do business with you can be tough at times. It can be even harder when you are not in the room and your sales documents will have to do all the talking. How can you write proposals that actually win the deal?

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