The economy is starting to look up, but in the meantime, managers who hope to maintain high closing rates would be well-served to employ these three strategies as part of their sales blueprint: More…
Studies show customer referrals are among the most reliable and least utilized ways to generate new business. More…
While many companies have Customer Service departments, the person most responsible for customer loyalty is the salesperson. More…
Lost customers represent a huge area of opportunity for salespeople. Former customers already understand the product and how it operates. And often they left for reasons that are easy to correct. Here are the top reasons why customers stop doing business with companies: More…
Effective after-sales service is not a slogan, advertising program, a button that everyone wears, or a banner touting a “we care attitude.” It is a mindset that good salespeople develop to improve customer satisfaction and retention.
More than two-thirds of new customer defections are caused by indifferent or unhelpful responses from salespeople when complaints develop, according to a Forum Corporation study. More…
In their haste to satisfy customers, many salespeople make a big mistake.
Knowing what prospects expect may be the most important key to successful selling today. Here are five prospect expectations that, when met, create solid relationships: More…
To turn customers into long-time buyers you’ve got to develop the “caretaker profile.” More…
If customers aren’t saying these things about your company, it could be a sign you’re about to lose them. More…
Customers used to be satisfied with a fair price, a quality product and reasonable after-sale support. Today, they demand a lot more.
There are three situations customers usually find unacceptable: More…
Is your company capitalizing on the Facebook craze? If not, these statistics may cause you to start thinking social media. More…
Conventional wisdom says the first impression is the lasting one. Potential customers often say something quite the opposite.
Some salespeople try to come up with new techniques or strategies to survive tightening markets and shrinking budgets. But there are no new strategies that’ll replace these seven that aren’t subject to changing market conditions: More…
When the research team at a prestigious sales training company asked more than 1,000 customers to describe a top-notch salesperson in one word, these were the 10 most common responses: More…
What defines exceptional service? Who are the likely people in your company who make it happen?
As the cost of goods rises, salespeople are faced with the unenviable task of explaining price increases to loyal buyers. It’s not easy. But there are ways to justify a price increase that decrease buyer resistance – and may even boost loyalty. More…
Customer loyalty has never been more important to a company’s long-term success. More…
More often than not, it’s something the company (or salesperson) didn’t do that causes customers to do business with a competitor. More…
| NASDAQ | 2905.66 | ||
| S&P 500 | 1344.90 | ||
| NOVL | 0.00 | ||
| INTC | 26.74 | ||
| GE | 19.02 | ||
| IBM | 193.64 |
