The coronavirus pandemic has changed the world, also the business world, and salespeople all around the globe have had to pivot their way of prospecting, meeting clients, building rapport with them and finalizing transactions. This situation is new for all of us – some people have taken to it as a duck to water and broken all their sales records, while others have felt completely dazed and confused. What direction should you take in these uncertain times? How do you win a client despite all the obstacles coming your way? Take a look at the articles prepared by Nicola Lutz, Timothy Sullivan and Amy Smalfus – I believe their tips will be a guiding star leading you to success.

Today’s customers are very well educated - many of them know your company’s and competitors’ offer at least as well as you do. It’s hard to surprise them by pulling an ace out of your sleeve. Very often, salespeople reach for another weapon: a price reduction. Unfortunately, as a consequence, at our own request, we not only lose margins, but also build the image of our company as cheaper, which in extreme situations may even result in the bankruptcy of the company. How do you convince the customer to buy from you without reaching for discounts and other price reductions? Be sure to read an article “Why should the customer buy from you?” by Tomasz Kalko.

"Please send an offer by email” - this is probably one of the most hated sentences salespeople can hear from their customers. For many people, it is basically tantamount to a lack of interest in the product/service they sell. Meanwhile, the reality may look completely different, and a properly constructed e-mail can bring you closer to finalizing the transaction. You just have to remember a few iron rules, the most important of which is: "you sell by conducting the conversation in the right way, the offer is just an addition.” More on this subject in the article by Iza Krejca-Pawski "Get the client to open the offer."