Category: Sales — 80
Turnkey
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…
Human Resource Management · Management · 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…
Human Resource Management · Management · Sales
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…
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…
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?”…
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…
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…
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…
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,…
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.…
Sale of the difference
New time We have already deeply entered a post-industrial economy, where a large part of the gross product is generated through the provision of services rather than material production. Moreover,…
Cats in bags
Imagine a marketplace where people are selling cats in bags. One seller has a beautiful, colorful bag with the label “elite Persian cat,” another has a simple canvas bag labeled…
Add yourself.
Why did Samsung, despite making products that were even better than Apple’s, struggle to compete with Steve Jobs until his death, at least in terms of consumer affinity and loyalty?…
The market for random sales
Most companies try to stay in the market without a clear understanding of “what” they are offering. They either have no idea what they are selling or are caught up…
“Default ‘No'”
It turns out that some people start to understand two simple things in childhood. The first: if someone offers you something, it means they want something from you. The second:…
How to organize cross-selling
In business-to-business communication, motivation plays the same role as it does in interactions with people. Motivating with money is foolish and ineffective. Often, one business (A) offers another (B) a…
How to achieve the volumes?
Imagine that you are selling something that you simply cannot sell or produce in large volumes. This something becomes a golden opportunity for you, as you don’t even reach the…
What is your budget?
A question that a seller needs to know the answer to sooner or later. It’s easy to understand a buyer who is reluctant to reveal their cards. The buyer is…
A Jew from Fez
Fes is a city in Morocco that the French quickly added to the UNESCO World Heritage list. Yes, the medina of the old cities in Morocco is unique. It features…