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Sales Training & Leadership Development |
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Sales Articles Customer RelationsApril 25, 2008
To Keep Buyers Coming Back, Don't Be Nice... Be RealI know a neighborhood hardware store where they never have sales. They don’t offer frequent-buyer cards, easy credit terms, or free coffee and doughnuts on Saturday mornings. The shelves are ... Read Article.
April 18, 2008
Why Do Customers Say They Are Satisfied--Then Leave?A recent study from the Gallup Organization has some alarming implications for salespeople: Researchers found that customer satisfaction does nothing to boost repeat sales.
The study... Read Article.
April 10, 2008
Give Your Clients What They Want: Business Lessons From S.O.S., Maglite And MoreSometimes you need to know when to change your marketing and sales strategies. If the market and your clients tell you they are looking for something different than what you’re offering, the ... Read Article.
March 26, 2008
The Chameleon Approach To Sales SuccessPatrick Keane took a job selling advertisements on the back of local street maps; the maps on one side, the ads on the other. He began selling the maps door-to-door, hitting 50 businesses a day. Pr... Read Article.
March 19, 2008
If At First You Don't Succeed, It's Feedback, Not Failure!Patrick Keane was a walking study in contrasts. He was a good kid from an upper middle class family, yet he couldn’t seem to stay out of trouble. One of five children whose parents divorced w... Read Article.
March 03, 2008
Uncovering Your Customers Hidden EmotionsAre there ways you can further strengthen your customer relationships or do you already know everything there is to know about them — or think you do? Of course, you’re not going to have as deeply personal conversations with your clients as you have with your loved ones, but asking appropriate “Why” questions helps you understand your customers’ motives. Read Article.
January 11, 2008
It's Now Or Never: Giving Business Relationships The UltimatumResearch indicates that most prospects don’t buy until after a salesperson communicates with them at least five times! But where do you draw the line? When does persistence turn into harassment? Use these subtle ultimatums to intrigue promising prospects and reconnect with elusive veteran customers. Read Article.
January 07, 2008
Watch Those Speed Bumps! Avoiding Six Common Sales MistakesNot all sales interactions run smoothly; even the best salespeople inevitably hit a bump in the road and try to swerve around it instead of finding the best solution to the customer’s problem. Here’s how to avoid the 6 mistakes salespeople make when customers waffle. Read Article.
November 29, 2007
Locking Onto Customer EmotionThe lock-on question is a powerful tool for encouraging customers to open up quickly about their real concerns, revealing facts and experiences that help you better understand their emotions, beliefs and values. Here’s how to use lock-on questions to pick up on customers’ verbal hints about their true state of mind so you can direct customers quickly toward solutions. Read Article.
November 22, 2007
Think Like A CEO!When purchasing agents think value can only be measured by how low the price is, think like a CEO instead of an analyst! This article includes examples of the right questions to make customers look beyond the price tag and see the real value of your products and business solutions. Read Article.
June 21, 2007
Love The One You're With: Strengthening Existing Customer RelationshipsLike a marriage, a business relationship is always two-sided. Have you ever faced a situation where you thought your relationship with a customer was still going strong, only to find she’s got her eye on a rival vendor? This article stresses the importance of salespeople nurturing existing customer relationships and asking questions that get to the heart of customers’ true wants and needs. Read Article.
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