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...
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...
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,...
The value of a service in an offer depends on three essential factors: - Does the customer need or want this service? - Is this service also offered by my competitors? - What real value does it represent?
For impactful mailings! Our research has identified over thirty different types of objective. These can be aimed at preparing a sales action, carrying it out, supporting it, reinforcing it or following it up. Of course, their design and...
Four winning scenarios... In any sales approach, the price presentation and negotiation stage is of vital importance. It often determines the success of the sale - and its profitability! - but also the durability of your image...
