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	<title>The UnNatural Salesman &#187; Customer Service</title>
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	<link>http://theunnaturalsalesman.com/sales-training-resources</link>
	<description>A Sales Training Resource for Sales Professionals</description>
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		<title>Thinking With Your Customer</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/thinking-with-your-customer/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/thinking-with-your-customer/#comments</comments>
		<pubDate>Thu, 17 Sep 2009 13:00:51 +0000</pubDate>
		<dc:creator>Dee Haskel</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[consultive selling]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=251</guid>
		<description><![CDATA[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 based upon how we conduct ourselves and how we treat our business partners...our Customers. ]]></description>
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		<title>Do You Believe</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/do-you-believe/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/do-you-believe/#comments</comments>
		<pubDate>Tue, 08 Sep 2009 13:00:58 +0000</pubDate>
		<dc:creator>Tim_Kubiak</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[account management]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=209</guid>
		<description><![CDATA[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 two steps and rethink what you’re offering your Customers. Be honest enough with yourself to know that dishonesty will only come back to haunt you. Usually when you least expect it. Build your reputation in terms of your personal integrity.  Build your call scripts in your own words, and be clear, concise and forthright about them. Under commit and over deliver.  You will earn lifetime Customers this way. 
]]></description>
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		<title>I Made a Sale Now What?</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/i-made-a-sale-now-what/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/i-made-a-sale-now-what/#comments</comments>
		<pubDate>Thu, 03 Sep 2009 12:00:09 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[Selling in a bad ecnomy]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=188</guid>
		<description><![CDATA[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 line of credit and for product to be on hand, you best start practicing your tap dancing skills.

Once that purchase order is in your hand, (We’ll assume you’ve set up the credit terms and you do have inventory to ship to your customer….after all, you’re a smart sales professional), call the customer and say thank you! Seems so trivial, but most sales people forget this step. A little thank you goes a long way (your parents should have taught you that!). Keep your customer informed as to the progress of his order. Let him know when it ships by sending him the carrier tracking information, many of the notification needs of you clients can be personalized even using automated systems.]]></description>
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		<title>Great Expectations and Unhappy Customers</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/great-expectations-and-unhappy-customers/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/great-expectations-and-unhappy-customers/#comments</comments>
		<pubDate>Fri, 28 Aug 2009 15:00:46 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Sales Calls]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=125</guid>
		<description><![CDATA[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 and win the customer back. Your true skills will now come into play.  First, you must be willing to empathize with the customer and acknowledge his problem or concern is real. To him, it is or he wouldn’t have taken the time to contact you. Then, together with your customer you must determine the best approach. Think long and hard about this one. Determine that you really want to work with this company. Are they the type of customer that you want? Back in chapter 5 we talked about who you want your customer to be? Does this customer fit the profile of the company you want to grow business with? If not, be honest enough to move on. If it does, be bold enough to fix whatever went wrong and honorable enough to make sure that it goes right moving forward.

More than once in my career, I’ve had “that call” – the one from the customer who hates their sales rep; professes that their rep can’t do anything right; that every shipment is wrong; that they can never get them live on the phone; I even had a man tell me recently that he’s waited three months for a price quote! When these calls come across, it’s important to understand that there’s a lot of emotion speaking so we need to be remain calm (That’s the tough part!). Go back to your basic skill set that you’ve now honed and start by acknowledging that you understand that the caller is upset. Commit to helping them and commit to making the situation right for them. Again, this assumes that this is a customer that you want to grow business with. In many cases, the customer will wind up being very happy and come back to you because you took the time to make their situation correct. ]]></description>
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		<item>
		<title>What&#8217;s your worth to the Customer?</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/whats-your-worth-to-the-customer/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/whats-your-worth-to-the-customer/#comments</comments>
		<pubDate>Mon, 17 Aug 2009 15:00:20 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Customer Service]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=92</guid>
		<description><![CDATA[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 he wanted it to be in five years, how he upsold additional products into his existing customer base, where he went for new customers. You know, the questions that we SHOULD be asking every day. Once he outlined his plan for growth, I showed him, in black and white how working with our company would help his company retire quota faster, be more profitable and get his sales reps trained and comfortable with the products that they sold faster. I became his trusted advisor and his resource for future growth. I kept my price and my profit margin exactly where I wanted it to be, by delivering the tools he needed to grow his business just as he wanted to. I gave him value. And frequently reminded him of the resources he got simply by partnering with me to grow his business.]]></description>
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		</item>
		<item>
		<title>One More Call</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/one-more-call/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/one-more-call/#comments</comments>
		<pubDate>Thu, 13 Aug 2009 15:00:48 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[New Business Generation]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=87</guid>
		<description><![CDATA[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 a little break, some lunch, the end of the day what ever it’s time to do the one thing that is so tempting not to.

Make one more call.  So I hear you have a life! It’s not about becoming an all obsessed workaholic it is about giving yourself more opportunities.   When you make one more call before getting a refill on your coffee, before embarking on that mid morning snack, before heading out with the gang for a bite of lunch or even at the end of the day think of what you’ve added.]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Customer service levels matter. So what is yours?</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/customer-service-levels-matter/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/customer-service-levels-matter/#comments</comments>
		<pubDate>Wed, 12 Aug 2009 14:30:10 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=80</guid>
		<description><![CDATA[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 a corporate culture significantly is a daunting task so rather than starting by moving a mountain let’s start with something you have absolute personal control over your own personal customer service level.]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Improve Customer Service Levels</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/improve-customer-service-levels/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/improve-customer-service-levels/#comments</comments>
		<pubDate>Mon, 10 Aug 2009 19:44:03 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=83</guid>
		<description><![CDATA[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 business with you?

Before heading down that path look at improved service levels can mean, long term customers, referrals, loyalty to you or your brand. company, and oh  incase you were wondering in many cases you can increase your margin and or sales just by delivering premium levels of customer service.]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>What do your customers see when they see you</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/what-do-your-customers-see-when-they-see-you/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/what-do-your-customers-see-when-they-see-you/#comments</comments>
		<pubDate>Sat, 08 Aug 2009 19:55:28 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[Selling through referrals]]></category>
		<category><![CDATA[Team Selling]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=23</guid>
		<description><![CDATA[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 go to resource.

Its a topics that is often grazed over in sales training for sexiers and more prominates sales speak about cold calling and new business generation and what to do and how to present when you get infront of a client.  

Assuning you've been selling for a while thenthere is no doubt you've worked hard to find out what your customers and prospects need that you have to offer.  Have you found a unique way to position yourself as a resource and an asset, worked to improve their business and helped them feel good about doing business with you?  Have you done the home work and know your business (product knoweldge that applies in the real world matters) and a good about theirs.

If you haven't got that last part down quite yet take a few minutes to do a little research, it will help you to build and establish credibility with your customers and prospects.  In 30 minutes with the help of the internet and a few well crafted searches you can not only read through their website and press releases but also figure out who their competitors are, uncover some articles on trends and issues affecting their industry and even your individual contacts area of the business.

Well applied knowledge will make you stand out against your competition.  It just takes a little time, and a little thought but the effort will be well worth the rewards.]]></description>
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