The Seller’s Suitcase
Let’s find out together what would be really useful to make the “value of the offer” reach the client in the clearest and most convincing way.
Melting the ice: tips for your first meetings with clients
During your first meetings with clients the best thing to do is not to treat them as such. In the initial stage, forget you want to sell anything and concentrate only on the person in front of you.
My best enemy: how to best manage the relationship with competitors
One of the most complex aspects of market strategy is managing competitive relationships. Is it possible to collaborate instead of competing?
Customers as promoters: activating positive word-of-mouth
How can we increase the chances that our clients will speak well of us, therefore contributing to positive word-of-mouth?
We’ll try and give an answer in the next few lines.
I swear to tell the truth, the whole truth and nothing but the truth
“Is it necessary to always tell the truth when dealing with clients?” this is one of the most common questions we receive from those who take part in our courses. As the creators of the Sales Ethics method, our only answer should be “Of course!”. In fact it is not so easy to be always completely sincere with clients. Not so much because of the budget and sales targets we need to achieve; in fact sometimes expressing our personal opinion can prove useless, if not detrimental to our clients. Let’s see how and when this might happen, and analyse what serving the truth really means!
How to give voice to your values and achieve success in doing it: new habits for a new year
The beginning of a new year can be a tough time. The perspective of 12 months of hard work and effort, to achieve goals that we feel are indeed distant from our true dreams and values could be very hurting. But are we sure that we need to renounce to them to have a wealthy and happy life? We asked Mary Gentile – professor at University of Virginia Darden School of Business
“I sell”, a form of the verb “to listen”
A good salesperson is primarily an excellent listener, someone who knows how to stay quiet, leaving his customer the space to express his/her wishes and only speaking after fully comprehending the needs and desires of his interlocutor.
How to write effective quotations with the customer as protagonist
A well written quote, attached to an effective email, is a great help to our business success. Let’s learn to write it together.
B for Benefits
What is the difference between a boring seller and a brilliant seller? What are the advantages, how to use them and make them explicit?
Is the negotiating effectiveness of an ethical salesperson greater than that of a non-ethical one?
Let’s analyze which sales techniques are more effective, traditional or ethical ones.