Keep Loyal Customers Satisfied with Personalized Service
While it is important for you to be personable with every customer, your repeat customers deserve service that goes beyond simple courtesies. You should make a serious effort not o
Write A Thank-You Note When You Lose the Sale
Anybody can remember to write a thank-you letter to a customer after a successful sale or referral. When else should you say thanks? After a final refusal, or when the customer dec
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 c
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.” &
Improve Client Relationships in a Wired World
Since electronic communication has permanently changed business, it’s necessary to take special steps to protect customer relationships. Here are some tips to help you stay i
How to Get Customers to Value What You’re Giving Away
Do you routinely offer your customers little extras that give you the edge in customer retention? If you do, don’t be afraid to call attention to the fact. Promote your value
Accentuate the Positive
Consultant Joyce Weiss advises unmotivated salespeople to get out of their comfort zones and reevaluate the way they do business. “When things aren’t going well, it&#
Selling the Quick Payback
One of the tricks of closing the sale, especially when selling to CFOs and other financial executives, is demonstrating return on investment. Prospects want to know that if they sp
Listen to Clients
To learn your clients’ needs so you can serve them well, L-I-S-T-E-N! L – Look at the other person. If you are on the phone, visualize yourself in direct conversa
Uncover Opportunities
When working with customers, don’t get so caught up in the selling process that you forget to look for other opportunities. Here are four basic components to discovering sale
