ROI Is Not (And Can Never Be) An Exact Science!
ROI, or Return on Investment, is a buzzword that has been hanging around business conference rooms forever, like a bellhop waiting in a hotel room for a tip. It’s one of those all-purpose phrases used to build customer goodwill: “We focus on ROI, and make sure you get the full return on your investment and […]
5 Ways to Problem-Solve
No matter if you’re a salesperson, sales manager, or CEO, you’ll face problems. They’re as inevitable as the sunset. So be prepared to solve difficulties with these tips to enhance your problem-solving ability.
Battle the Three Primary Reasons Customers Defect
In the fight for new customers, what is your company doing to retain those you already have? Probably not enough. Increase customer retention by addressing the three reasons most customers stop doing business with a particular company: Value discrepancy. This means that you’re not delivering what customers think their money is worth. It includes such […]
Should You Accept a New Client? Try This Litmus Test First
As a new salesperson, you could never imagine turning down work. But as your career develops, you may decide that taking on a particular client is a bad move. Here are some times to say “no” or to refer the business to a colleague: You are entering uncharted territory. It is tempting to learn a […]
Powerful Telephone Skills
Be precise with clients. Avoid these murky statements when talking with customers: “I’ll rush the order.” Better: “I’ll overnight it today.” “We’re working on it.” Better: “I’ve asked our delivery manager to schedule it for…” “I’ll call you back.” Better: “I’ll call you by…” “You’ll have it soon.” Better: “You’ll have it by…”
