O-ring syndrome: "Price is forgotten, quality remains!"
In 1989, the American space shuttle Challenger exploded just minutes after lift-off, plunging the whole world into shock and dismay. America, which had made its aerospace technology a...
What impact does offering financing have on your sales?
Did you know? A financing offer acts as a highly effective sales gas pedal. It facilitates transactions and, in many cases, increases their value, thereby boosting sales. These are objective, verifiable facts....
Make way for the "turbo" salesman! (season 2)
From preparation to hyper-preparation, or how to make the difference in meetings "He who neglects to prepare, must prepare to be neglected", as the saying goes. A truth that makes even more sense today, in a world of competition, where information and...
Make way for the "turbo" salesman! (season 1)
Evolve or disappear... Such is the terrible fate of the sales function, faced with the rise of the Internet and new media. For salespeople, the stakes are high: transforming their role from "transmission belt" to "turbo compressor". The...
The 4 dimensions of price
Understand the different definitions of price to better defend it. In any company's commercial approach, price raises many questions and disagreements. This should come as no surprise: optimizing the pricing of a product is one of the...
Selling value
When it comes to persuasion, one of the most difficult tasks for salespeople is to demonstrate the added value they bring to their customers. In the sale of products and services, or in the sale of complex global offers, the...
Selling the complete offer
One dominant factor explains the emergence of this (...) sales method: growing competition between manufacturers or distributors of products and services. This increased competition has often led customers to become more sophisticated in their demands. In effect, they...
The brand, a lever for differentiation.
Stand out from the crowd... In markets contested by numerous brands, where products and services are increasingly identical, the influential buying criterion becomes the brand, the image and values it conveys through its communication, its points of sale and its...
Stop excessive price discounting!
Discounts: a double-edged sword A study carried out by Practys Conseil among 95 salespeople throughout France shows that price is the number one negotiating variable used. But while lowering a price may appear to accelerate sales, it can also...
Communicate a meaningful vision
Why do I have to go to work? Why do I have to get up in the morning? What's the point of what I do? To earn a living? Pay off a loan? Prepare for retirement? That's a bit short-sighted! But above all, it's not really motivating... I recently attended a...
How to use LinkedIn effectively for prospecting
Since 2003, LinkedIn has been connecting millions of professionals, enabling them to communicate, exchange ideas, find jobs, recruit and even prospect. Its growth is extraordinary: every second, the site registers 2 new...
How to structure an argument effectively?
The sales pitch is an essential tool for a successful sale, and the quality of its structure makes a major contribution. Both face-to-face sales and sales via intermediary media (mailing, phoning, Internet) use the same argument structures. The variations are...
Respecting ethics to sell more
What is sales ethics? During the sales meeting, it's the fairness of the argumentation, the sincerity of the promises, the consideration of the customer's true interests. Once the sale has been concluded, it consists in respecting the...
Answering objections: the price of reflection
The "I'll think about it" objection is one of the most difficult to deal with. We all know that a customer who decides he needs to think about it is, more often than not, not interested, and that his objection is a way of politely dismissing the salesperson. Traditionally,...
Telephone follow-up: which solution is best? In-house or outsourced?
More necessary than ever, telephone reminders are an indispensable sales tool. But what strategy should you adopt? Should you do it in-house, using your own resources, or delegate it to a specialized partner? Here's an overview of the 7 criteria...
Practice motivational listening
This may seem a secondary theme. And yet, judging by the abundance of comments, anecdotes and testimonials received during our survey, which question the lack of listening skills in the company, there is a close link between the listening skills of managers...
Can you learn to negotiate?
You're not born a negotiator... Some people are convinced that negotiation can't be learned, that it's a gift: "you're born a negotiator...". Still others believe that only practice and experience can make a good negotiator. The saying goes...
A brief overview of demotivation factors
... demotivation is always the expression of an unsatisfied need. Motivation destroyers are easy to identify: they are the actions, reactions, messages and words that tend to weaken or destroy needs that are intensely felt by...
Negotiating and defending price: the cost of non-quality
It's a buyer's nightmare. Even when a buyer pretends not to be concerned about the consequences of non-quality, your presentation takes on a special resonance if you mention the risks involved. Here's how it works: traditionally, quality is considered to be...
Don't ever say to me again: "In the old days, service was better".
The French are astonishing. We hold the sad trophy of being the world's leading consumer of psychotropic drugs. Uniquely in the world, our fellow citizens' confidence in the future has plummeted by 35 points in 4 years, and unsurprisingly, 68% of us believe that the...