Salespeople are always taught to speak the language of the customer, embrace their values, and place the customer at the center of the universe. This seems to be true. However, they often forget to teach how to actually do this. Perhaps it’s because the teachers themselves didn’t fully grasp what Continue Reading
Sales
Articles about sales, sales techniques, and sales secrets. Most of these articles became the core of the book “White Sales.”
Marry me!
No matter how the proposal is made—whether as a post on a blog, a billboard, a declaration of love at a family gathering, a message written in the sky by an airplane, or presenting an engagement ring on one knee, or in any other way—the groom only has a chance Continue Reading
Repel
At the request of. In the past. посте. I briefly mentioned the futility of proposing to a married woman who doesn’t know you. First, I want to add that there’s no point in making such a proposal even if you don’t know her well. Now, let me continue about business. Continue Reading
Well, about the prices…
It’s really scary when a customer asks, “Okay, how much does it cost?” before you’re sure that the timing is right for that question. The topic hasn’t been fully explored, and discussing the price won’t be received positively. However, there are even more challenging situations. Today, a really good person Continue Reading
Whose money is easier to spend?
Own or someone else’s? This question sometimes takes center stage when comparing B2B and B2C sales. Some argue that spending one’s own money is harder than spending someone else’s, which leads budget holders to make more reckless decisions. Others, however, contend that it’s actually more difficult to spend someone else’s Continue Reading
Control or Anarchy
This is a response to a request to share my opinion on CRM systems. When the question arises about what is better — complete control or total anarchy — the seemingly logical answer, “of course, complete control,” is actually completely wrong. Why? Because the answer “total anarchy” is also incorrect. Continue Reading
Hints
Table of Contents Toggle Part 1. Fractals. Part 2. Sources. Part Three. Cue Generators. Techniques for Obtaining Recommendations Part 1. Fractals. A good rule to follow when looking for new clients is to understand that you should seek clients not one by one, but in groups. When you have a Continue Reading
Entrance and exit
— Ara, why are they trying to break down that door, but no one is going into this one?— Because there is the entrance, and here is the exit. Translation Goblin , film “ Two torn towers The text for translation: ». Imagine you have a store, and in the Continue Reading
Mystery shopper
The “Mystery Shopper” system, which has recently gained a lot of attention in our country, allows business owners or key managers to assess the quality of customer service at their sales points by conducting test purchases or simulating test purchases with specially designated individuals who are perceived by the sales Continue Reading
Sales in a Flat World
At the request ofI was asked to talk about the specifics of sales in online stores, but the topic is actually much broader. Right now, we are dealing with a flattening of the world, where every consumer can access a vast number of suppliers at once. In such a world, Continue Reading