How do I check the supplier?
Roman Shishkin, assistant to the President of ICA "Filippov and partners", talks about how to distinguish between responsible and law-abiding contractor from unfair: whether it is necessary to request documents…

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How to develop a turnkey sales system: modeling the main business process
How to develop a turnkey sales system in the foreseeable future? Where to start, what to start from? What is the first step and what are the next steps to…

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Customers call but don't buy: what to do?
Often, in the pursuit of compliance with strict corporate standards, we switch to the language of formal and formulaic expressions. This is correct from the point of view of corporate…

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themselves

“When my mother-in-law spoils my mood, I eat my favorite cake in our coffee shop”, or 10 secrets of successful sales

Many sellers often choose the same sales strategy at the beginning of their professional career and use it for many years, not knowing that different types of customers and different situations require a different approach. Evgenia Makarochkina, psychologist, head of the positive change center “Territory of opportunities”, explains how to diversify sales strategies and how to find keys to different types of customers
Sales are a process. Continue reading

Business trends, or how to get the most out of innovation for your business

Alexander Vysotsky, founder of Visotsky Consulting, identifies four main trends in high technologies that will forever change and are already changing the approach to business organization and promotion: features of the development of augmented reality technology, the availability of Internet things, self-driving cars and widespread mobile Internet
We can’t do business as fast as our ancestors did. The business world has changed. Twenty years ago it was completely different, the speed of necessary changes is quite different today. As strategists, as company founders, and as business owners, we are facing challenges that no one has ever faced before. Continue reading

We played “talking dummies” — and that’s enough, or Let’s say the scripts ” no»

Alexey Krutitsky, CEO of the Training Department, talks about the modern use of sales scripts in companies: what they do more-good or harm, how employees and the workflow as a whole are affected by the rigid framework of selling algorithms and why it is still more useful to abandon them
“Respect for people is respect for yourself” © D. Galsworthy

I think that scripts should be banned. Continue reading

Weak sales person: "treat", "teach" or "wet"?
Alexey Krutitsky, CEO of the Training Department, talks about what to do if you find a "weak" employee in your sales Department: how to determine their pain points, whether to…

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"No one needs snowmobiles in the summer", or how to sell them in " off-season»
A rare business does not refer to seasonality of sales. Like, no one needs snowmobiles in the summer, and swimsuits and flippers are not in demand in the winter. Sergey…

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How to successfully participate in tenders: 5 rules for entrepreneurs
Artur Kurbanov talks about five rules for entrepreneurs who want to participate in the tender procurement system: from the recommendation to carefully study the customer's documents and technical specifications to…

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Customers call but don't buy: what to do?
Often, in the pursuit of compliance with strict corporate standards, we switch to the language of formal and formulaic expressions. This is correct from the point of view of corporate…

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