In an economic crisis, retaining customers is job number one. You need to do whatever it takes to keep competitors at bay and work with your customers to ensure that they remain your customers. You will need them when the…
You see, when you are with a prospect, you only have so much time before your meeting ends. Once you leave that meeting, your opportunity is only as good as the information you receive. The information you receive is generally…
“Celebrating” a customer by getting them to buy more is an insult! Buy-One-Get-One Free? Really? I recently celebrated a birthday, which I tend to do about every year or so. In addition to the cards, phone calls, texts and Facebook…
Effective account management comes down to three key skills: asking, pre-call planning, and demonstrating empathy. You have several good clients. However, you know those good clients are purchasing a few lines of business from your competitor. You know you offer…
No one likes to be sold to and no one likes to hear a sales pitch! However, people do like to be engaged, listened to and helped. The other day I was driving in the car with my eleven year…
The “what” centers around the value you as the solution provider bring to the buying decision table. The hardest question for any business owner to answer and along with the correct response to potentially deliver the greatest increase in sales…
Top sales performers and successful small business owners embrace the human touch and are viewed by their constituents to clients as “valuable.” These individuals make time to stay human. In what is still a difficult selling environment, there are a…
People buy from people they know and trust. Do your customers trust you, your products, and your services? Gallup’s recent annual Governance poll revealed that Americans' distrust for mass media (at 43 percent) continues its four-year decline and it at the…
Customer service and marketing behaviors should always inspire trust and confidence, not fear and trepidation. Poor customer service sometimes starts with the phone. Referrals are probably the best sales leads because the prospects or potential customers have already been prequalified.…
Does technology help to create an exceptional customer experience or an interaction that leaves a sour point of connection with your prospect to loyal customers? Technology is a boom for many companies. From GPS tracking devices to pages to cell…
“If the Good Lord wanted us to talk more than to listen, he would have given us two mouths instead of two ears.” - Mark Twain How many times do salespeople talk themselves out of a sale? Hmm, let me…
Put in place an appreciation plan and system that touches your clients at least 4 times a year, if not more. It can be as simple as sending cards – physical cards in the mail. It’s not hard and it’s…