Sales Strategies for Superstars
Want to reach the top of your profession? Don’t rely on luck. It takes hard work, dedication, a constant willingness to learn, and more hard work. Don’t just be a problem solver: Be a creative problem creator. Create awareness of problems clients may not even know they have. Find out what might be preventing your […]
Enhancing Customer Loyalty During Change
We are living in an age of incredible change and some instability. Organizations are undergoing massive changes including reorganizations, re-engineering, downsizing, mergers, acquisitions, market conditions, software and hardware changes, and new management. This rapidly changing workplace demands adaptability on the part of salespeople. Old ways of doing things often no longer work. With change comes […]
Customer Satisfaction Is Up When Wait Is Down
Before you put a great amount of time and money into a plan to improve customer satisfaction, consider this: A recent survey found that the most important factor affecting satisfaction was how long customers must wait. In fact, waiting had twice the impact of factors like friendly and knowledgeable reps and the range of products […]
Give Your Customer a Toy!
We often limit corporate gifts to food, pens, and clothing items. Doesn’t everyone have enough coffee cups and mouse pads? What if we lightened up and gave customers desk toys? Most adults who receive toys will claim that they are “for the kids,” but the smiles on their faces give another message. Be sure the toy […]
The Best Response to ‘No’
You went all-out to get the sale. You prospected, cold-called, followed up, presented, and modified – but the prospect still went with someone else. Losing a big one is tough, especially when you’ve really put your heart into it. But how you respond can render all your hard work either a complete waste of time […]
