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?” […]

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 there is an advantage in the continued relationship, and that your customer is fully aware of it.” It almost seems too simple a […]

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 […]

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. 

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