Why smaller firms have the customer-service edge
February 25, 2011 by Ken Dooley
A recent survey asked customers to rate the service capabilities of firms large and small. Customers gave higher ratings to the smaller companies. Why?
February 25, 2011 by Ken Dooley
One great way to make customers happier
July 9, 2010 by Valerie Helmbreck
Want to make your customers or clients happier with you? Let them pay their bills electronically. More…
20-Minute Sales Meeting: Overcoming price objections
March 23, 2010 by Ken Dooley
When your customers are overly concerned with price, they’re delivering this message: More…
Conversation topics that kill sales: Pass this list on to your newbies
March 9, 2010 by Ken Dooley
Business today revolves around building long-term relationships with customers. So it can be devastating to watch a good, profitable customer slip away because of something a salesperson said. More…
Top tips for meeting with buyers over meals
March 3, 2010 by Ken Dooley
In the informal setting that a restaurant provides, your people have an opportunity to build stronger relationships with buyers. Here are five strategies to help them: More…
Ways to spin complaints into opportunities
February 11, 2010 by Ken Dooley
How your salespeople handle it when customers complain will determine whether those customers remain loyal or switch to competitors. More…
When customers’ decison-makers change
June 29, 2009 by Ken Dooley
Just as your products and services change, buyers change, too. A change in a decision-maker doesn’t have to mean a lost customer. Companies that handle buyer changes properly find the accounts can be as profitable as ever.
