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 I
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. Pl
Five Steps to Fostering Goodwill
A seasoned professional salesman once said to some new recruits, “No customer will leave you as long as it is to his or her advantage to stay. Your job is to make sure that t
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 –
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 the
Get Employees to Contribute
Tired of meetings where no one contributes? Schedule a mandatory meeting and tell team members their “admission ticket” will be an index card with an original idea writ
How to Handle Disrupters
You’ve just been appointed facilitator for the next meeting, but you know that if it’s to be successful, you’ll have to rein in a few troublemakers. Here are desc
Use Time Wisely
Stop wasting time reading unwanted email messages. Follow the example of one busy team leader. He decided to respond to every email for a week with a note on its appropriateness. H
Innovation and the Art of Shaving
I was in Grand Rapids, Michigan, recently and “discovered” The Art of Shaving. It’s an upscale mall store that is dedicated to one thing and one thing only…the
Walmart & Innovation
I took a quick, very unscientific survey recently. It was a one question survey: When you think of Walmart, do you think of innovation? 100% of the answers were the same… “