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Thinking With Your Customer
For those of us who have been in the sales profession for many years (25 for me personally!) we know how hard it is to overcome the stigma of being a “salesman”... It's only been in recent years that we've actually been considered a respectable profession … and it will continue to be respectable... »
Do You Believe
To be a true Professional, you need to believe in what you’re offering your Customers. Be honest, does your product or service fill a need? Can you really make a difference with your product line up? Do the services that you offer your Customers really live up to their expectations? If not, go back... »
I Made a Sale Now What?
Now what?!?! The customer said yes and you’ve got a purchase order in your hand! Before you can get that product out the door, there should have been a number of things you did….If you didn’t do them, now you’re real sales skills will come into play. If you didn’t already arrange for a... »
Great Expectations and Unhappy Customers
We’ve all had them….a customer calls you so angry that all they want to do is spit in your face, tell you what a loser you are and get off the phone or out of your sight. You, being the sales professional that you are, have the ability to turn the whole situation around... »
What’s your worth to the Customer?
I was once vying for a customer who could contribute five million dollars in revenue to the company. The competition was fierce and every one else was wooing him by simply dropping their price. I invited him for a face to face meeting. I asked him all about his business…how he ran it, where... »
One More Call
So it’s been a long day, it’s a tough economy, or maybe it’s been a great day a big deal closed a blue bird fell into your lap and your coming up aces. No matter which just when you think you’ve hit the end of the line and need to head out for... »
Customer service levels matter. So what is yours?
It’s not hard to hear people saying they had a bad experience as a customer. Sometimes it’s product related but I’ll go out on a limb and say more than 80% of dissatisfied customers are unhappy because of service levels. It might be tough to change an entire organization’s customer services philosophy and impacting... »
Improve Customer Service Levels
Customer service is an elusive and sought after thing. We all know when the service we receive doesn’t match up to what we had hoped for or expect. Taking that in to consideration what are you doing to improve you own levels of customer service to the people who do... »
What do your customers see when they see you
Do they see a salesperson who is always standing there with their hand out schlepping something or do they see you as a resources to thei So the gaol of every sales person in their accounts where there is repeat business to be had is not just to become their resource but to be their... »