What a week! Seven speaking engagements and sales training in five cities in Washington, California, and Texas, and five flights provided for an exciting but tiring trip. When my wife picked me up at the airport, the last thing I wanted to do was dine out. However, she had had a long week as well. She was prepared to have a quiet dinner at home, but I surprised her by suggesting we go out for dinner.
Bring It On: Dealing With Sales Competition
Sales trainers do well to focus on the basics, such as prospecting, presenting, answering objections, and closing the sale. In spite of this training, salespeople often struggle when they come face-to-face with the competition. The first rule of sales competition is ?don?t slam your competitor,? yet many salespeople (inadvertent though it may be) do just that. They don?t say, ?Their product is inferior!? or ?Their service is horrible!? or ?Have you seen their consumer ratings…
Getting Past Gatekeepers: Don’t Get Left At the Gate When Calling on Decision Makers
DOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) those professionals who guard the decision makers and often run interference for them to get in front of decision makers (DM).
Death of a Salesman? Its What Happens When the Customer Says Ill Think It Over!
Michael Jordan said Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it
You have given a great presentation, you ask for the order and the customer says hes going to think it over. This was the moment I felt was the last straw. Id had it! I dont want to sell anymore; Im going back to bookkeeping! So, without a care in mind I said whatever came to mind and it worked! Let me share my epiphany with you.
Death Of A Salesman? Its What Happens When The Customer Says Ill Think It Over!
Michael Jordan said Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it
You have given a great presentation, you ask for the order and the customer says hes going to think it over. This was the moment I felt was the last straw. Id had it! I dont want to sell anymore; Im going back to bookkeeping! So, without a care in mind I said whatever came to mind and it worked! Let …
The Voice of Customer Service
Customer service is about more than mouthing the words customers want to hear in a manner so as to convey our inflection. It is important to understand where in a sentence we put the emphasis. Using a pleasant tone, effective intonation, and empathic emotion our voice can go a long way toward helping customers feel heard, valued and cared for.
Turning Customer Service Inside Out!
While companies focus on external customer service little attention is being paid to the effect poor internal customer service has on customer satisfaction. By improving customer service within the organization you can enhance the customer service your external customers receive.