There is a kind of myth that a sales department can be built “turnkey” and handed over to the client. Moreover, books and seminars on “how to create a sales department” are quite popular. Why is it a myth? Why doesn’t the Moon have an atmosphere? Because if it did, Continue Reading
Sales
Articles about sales, sales techniques, and sales secrets. Most of these articles became the core of the book “White Sales.”
Saturation point
There is an opinion (in several types of businesses) that the person who brought a client to the company should continue to serve them. In general, it’s hard to argue with this. In B2B (and other large) sales, the decision to purchase is made with an eye on the prospect Continue Reading
The power of managerial thought
As I mentioned earlier, one of the main problems in management is the inability to see the cause behind the forest of symptoms. Here’s an example.There is a Western division of the company that is performing well. In another region, the Southern division, the results are not impressive. In both Continue Reading
On Understanding Client Orientation
The main problem that arises when establishing a client-oriented approach is alienation. This is the very alienation that Karl Marx spoke of, illustrating how a person becomes estranged from the results of their labor. A simple example: a temple built by people from stone and glass becomes an alienated symbol, Continue Reading
There are nuances.
I wrote a phone conversation script for people. In the script, among a dozen other nuances, there was a phrase like: “May I ask what benefits you get from XXX?” The goal of the script is to set up a meeting. They call me and ask if it’s worth having Continue Reading
Sex and sales
In sales, there are three distinct approaches: transactional, consultative, and strategic. To understand the differences between them, let’s take the example of selling insurance. Transactional selling is what you see when you’re offered “OSAGO” (mandatory car insurance in Russia). The text for translation: [1]. “In 5 minutes.” Transactional selling does Continue Reading
Mushroom model
The main question that arises in sales in any market, including the sexual one, is where to find clients. Meanwhile, bookstores are filled with guides offering tips on effectively hunting for members of the opposite sex, as if they are some kind of prey. Professional sellers have long realized that Continue Reading
Paint the pipe.
Once, my friend had a problem with organizing her kitchen. She had done a beautiful renovation, pouring her heart into it, but all her dreams of a lovely and perfect homey atmosphere seemed to be shattered by the ugly and awkwardly protruding gas pipe in the kitchen. Hiding gas pipes Continue Reading
How procurement departments work
— What do you think about while sitting in the chair of a space capsule and listening to the countdown? — I look at all these levers, buttons, and indicators, and one thought overwhelms me: just think, this thing was built by someone who offered the government the lowest bid Continue Reading
Sexonomics
I am a product. Introduction to the book “ Sexonomics It seems that the text you provided is incomplete. Please provide the full text you would like me to translate. If one must be an object, then at least there’s one consolation – to be precious, very precious. A. Ostrovsky. Continue Reading