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Sales Training & Leadership Development |
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Sales ArticlesCustomer Relations
How will you get your sales customers to increase sales in 2009? The answer is for them to ask the right sales questions.
The pressure is on for increasing customer sales in the new ... Read Article.
The idea that customer satisfaction equals client loyalty is a myth. Client loyalty in selling relies on a combination of customer engagement and honest selling. Take a look at the following ... Read Article.
I 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.
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.
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.
Pete Bartilucci was one of eight kids growing up in a crowded house. Now a successful 42-year-old entrepreneur, Pete recently got together with his dad and asked him a question that had been on ... Read Article.
Research 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.
The lock-on sales question is a powerful tool that allows you to get customers to open up quickly. Instead of becoming bogged down in superficialities, the conversation reveals ... Read Article.
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.
Like 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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