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The “script” that gets results
In front of the customer, they’re instinctive… But somehow, they’re tough to write down on a piece of paper. Your qualification questions. The questions you ask a prospect so that you understand they’re needs and what solutions you may have that they’ll see value in. So you’re asking, why do I need to put them [...]
Making your horses drink the water
Sales wins customers and customer service keeps them. Growing your business depends on both. In recent posts, I’ve addressed how easy and profitable it can be to use an information system to beat the pants of your competitors at customer service and turn your sales reps into top performers by getting them just a little [...]
Stellar Customer Service is easier and less expensive than you think
You don’t have to be in the Fortune 500 to build superior customer service into your business. In fact, when’s the last time you called a Fortune 500 company for service and came away impressed with the service you got? The big guys have the resources to do whatever they want but, their size makes [...]
Get organized to be successful
I hope its obvious but, to be sure its understood, I try not to use this blog to shamelessly promote SalesNexus’ contact management services, which is my day job. However, when the “godfather of modern networking”, Ivan Misner, lays the pitch up there, I just have to take a swing! In his recent Entrepreneur.com article, the founder [...]
Sales Technique is about Organization
Typical sales people are not engineers. They’re not detail oriented. They’re right brained types, creative, impulsive and extroverted. Sales people like to make things up as they go. The take it as it comes environment is what attracts this type of person. This is a pretty common personality type among entrepreneurs too. And so business [...]
