» tag » customers

6 new ways to determine if a customer is credit worthy

April 1, 2013 by Jim Giuliano

When it comes to evaluating customers for credit, it may be time for some new approaches.


Regaining lost customers

January 31, 2013 by Jim Giuliano

Even good companies lose accounts now and then. What sets apart the best companies is knowing how to get those customers back.


Listening faults that lose sales

January 22, 2013 by Jim Giuliano

If customers aren’t buying, one reason for it could be salespeople who aren’t listening to what customers say.


Top tactics for dealing with customer complaints

December 25, 2012 by Ken Dooley

Football coaches devoted to the running game have a saying: When a quarterback throws a pass, three things can happen – and two of them are bad.” When customers aren’t happy, three things can happen, and two of them are bad, says William T. Brooks, author and sales consultant: More…

Why your biggest customers can be your biggest headache

December 6, 2012 by Jim Giuliano

Expect your biggest customers to create your biggest payment headaches in 2013.


Handling customer screw-ups

November 12, 2012 by Jim Giuliano

A customer has made a blunder, and maybe even blamed you for it initially. Now the truth comes out. How do you handle it?


Why new customers defect

October 24, 2012 by Jim Giuliano

Research shows that it’s rare that a customer will drop you because of the quality of your product or service.


What to watch for when new mgmt. takes over a customer

October 17, 2012 by Jim Giuliano

Of course, you know when a customer comes under new ownership. Do you also know the risks for your company?


Why customers are changing: 3 critical reasons

October 11, 2012 by Ken Dooley

Selling in every industry and every size business is changing so radically that every month makes a difference. What’s happening is so revolutionary that it requires totally different selling practices. More…

Why 50% of customers leave

September 24, 2012 by Jim Giuliano

What keeps customers? The answer comes in another question: What loses them?


Dealing with difficult customers

September 10, 2012 by Jim Giuliano

Every business has them: difficult customers. Dealing with them successfully — so that they remain customers — rests on a few techniques that revolve around asking the right questions.


Strategies for negotiating with tough customers

September 5, 2012 by Ken Dooley

Negotiating in times like these can be difficult, as customers seem to hold all of the cards, unless you have strategies for shuffling the deck.


Building customer loyalty: Ideas that work

August 29, 2012 by Jim Giuliano

Three tested, low-cost approaches can build a stronger connection between you and your customers.


Calming — and keeping — the angry customer

August 24, 2012 by Ken Dooley

It’s going to happen. Someone in your company is going to make a mistake that angers a customer. A three-step approach will keep that customer happy and coming back.


6 keys to success in a buyer’s market

August 15, 2012 by Bob Hill

A marketing expert and scholar breaks down the keys to success in a buyer’s marketplace.  More…

8 ways to lead — and prosper — in tough times

August 10, 2012 by Jim Giuliano

Some CEOs of small and midsize companies have figured out how to push their people — and their companies — through tough times. More…

3 ways to get customers to focus on you

August 8, 2012 by Jim Giuliano

When you deal with customers who’d rather talk sports, music or weather instead of business, try one of these tactics to get back to your point.


4 ways to attract the best employees — and more customers

August 1, 2012 by Jim Giuliano

A paycheck alone won’t lure your best employees to work enthusiastically these days or attract new, bright people to your organization.


Customers trust companies that …

July 31, 2012 by Ken Dooley

To build trust in your prospects and customers, you must develop five traits. More…

Using the web to boost customer loyalty and sales

July 27, 2012 by Jim Giuliano

Your people in Sales and Service hold a no-cost key to creating more business.



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