Rules For Winning

In order for you to win the majority of the time, you need a selling system that is more powerful than your prospects’ objections. Here are some tips from the Sandler Sales Institute to make your sales system more effective.  Establish rapport with your prospects. Prospects create a “defensive wall” because they know you want […]

Crash Course On Customer Service

The 10 most important words: “I apologize for our mistake. Let me make it right.” The 9 most important words: “Thank you for your business. Please come back again.” The 8 most important words: “I’m not sure, but I will find out.” The 7 most important words: “What else can I do for you?” The 6 most important words: “What is most convenient for you?” […]

SMART Ways to Build Loyalty

Success in wooing – and keeping – customers means being SMART: Specify. Spell out to what extremes you’ll go to win the customers’ loyalty – not just satisfaction. And make sure everyone in the organization knows how far you want to go.  Measure. Determine which survey devices you’ll use to learn how well your “extreme” customer service is […]

Too Busy to Say Thank You?

Your intentions are good, and you know it’s important, but somehow you never have time to send that all-important thank-you note after closing a sale.  Get a roll of stamps and a supply of attractive-yet-businesslike thank-you notecards. Put the notes, the stamps, and a couple of pens in a box or manila envelope, and keep […]