4 ‘musts’ of a successful sales strategy
February 1, 2012 by Bob Hill
Here are four innovative ways to better understand your customers needs, and provide the type of service that leads to more business: More…
February 1, 2012 by Bob Hill
Getting the most out of every customer: It’s a matter of metrics
January 27, 2012 by Bob Hill
All customers may have been created equal, but they don’t have equal value to you. In fact, some may not be worth your time at all.
How to avoid the price-driven sale
November 11, 2011 by Ken Dooley
If it seems that all your customers care about is price, maybe your customers aren’t the problem.
The 3 new customer demands
October 20, 2011 by Ken Dooley
Customers used to be satisfied with a fair price, a quality product and reasonable after-sale support. Today, they demand a lot more.
Most say initial sales call has ‘little or no value’
October 10, 2011 by Ken Dooley
Conventional wisdom says the first impression is the lasting one. Potential customers often say something quite the opposite.
Delivering superior customer service
September 16, 2011 by Ken Dooley
What defines exceptional service? Who are the likely people in your company who make it happen?
10 ways to hold onto and increase sales to present customers
July 13, 2011 by Ken Dooley
There are 10 driving principles, identified by sales consultant The Forum, that build credibility and trust with your customers and keep them in the fold:
The 5 traits customers want to see
June 14, 2011 by Ken Dooley
Here are the five characteristics of salespeople that customers ranked in order of importance in a recent survey:
5 ways to win back customers who stop buying
June 6, 2011 by Ken Dooley
Some customers just fade away. They don’t complain. They don’t tell you they’ve found a new supplier.
A dangerous customer myth
June 3, 2011 by Ken Dooley
Most of us have heard of the 80/20 rule, that 80% of business comes from 20% of customers. Problem is, it’s not true.
What makes customers loyal — and what doesn’t
May 25, 2011 by Bob Hill
Valuable research uncovers the top reason most customers complain, and what drives them into the arms of competitors. More…
The No. 1 reason customers leave
April 12, 2011 by Bob Hill
A new study reveals the most common reason customers stop doing business with a company — and it’s not about price. More…
4 questions to kick off the conversation with every potential customer
March 14, 2011 by Ken Dooley
The answers to these questions will help you get off to the right start.
33% of lost customers say they’ll come back if …
February 9, 2011 by Ken Dooley
Everybody loses customers. A few people know the secrets to getting them back. More…
Why good customers stop buying — and what starts them up again
January 31, 2011 by Ken Dooley
Some customers just fade away. They don’t complain. They don’t tell you they’ve found a new supplier. They still take your calls. But over time, they buy less and less.
More…
The keys to regaining lost business
January 19, 2011 by Ken Dooley
Lost customers are not necessarily lost forever, if you know how to approach them.
Have you touched these crucial bases before introducing new products?
January 10, 2011 by Ken Dooley
It’s exciting when your company comes up with a new product or service for you to sell. It’s not as easy to get customers or prospects to share that enthusiasm and buy.
Three listening skills to defuse the angry customer
December 31, 2010 by Ken Dooley
Listening skills are important in every stage of the selling process, but they’re critical when a customer is angry.
Why so many customer surveys fail
November 12, 2010 by Jim Giuliano
Collecting customer data is easy. Using it to improve the bottom line is hard — but not impossible.
Statements that destroy customer trust
November 9, 2010 by Ken Dooley
Customer retention is more critical than ever, particularly in this competitive market with brand and vendor loyalty at an all time low. Yet some salespeople continue to turn off customers with statements that are supposed to inspire trust but end up destroying it.
