» tag » Trust

Facebook’s new marketing tool: Does it do more harm than good?

December 11, 2012 by Christian Schappel

Each time Facebook releases a new tool for marketers, it feels like Christmas in the Cratchit house — but that’s not always the case for potential customers (and certainly not this year). More…

How to regain lost trust in negotiations

November 30, 2012 by Ken Dooley

Trust in a negotiation is like lubricant in a car engine: with it things go a lot more smoothly. How do you repair trust once a customer thinks it’s been broken? More…

10 ways to increase sales to present customers

August 13, 2012 by Ken Dooley

Customers are feeling pressure to get more done with less. So they’re reducing the number of salespeople they do business with. At the same time, salespeople are trying to increase their sales to present customers. More…

Customers trust companies that …

July 31, 2012 by Ken Dooley

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

8 ways to sell more to existing customers

July 23, 2012 by Ken Dooley

Some salespeople try to deal with a down economy by spending a lot of time prospecting to find new customers to replace the ones they’ve lost. Prospecting is always critical but there’s a better solution to increase sales. More…

The key ingredient in success and failure

June 18, 2012 by Ken Dooley

Remember the maxim: People don’t care how much you know, until they know how much you care.  More…

10 tips to improve listening skills

April 27, 2012 by Ken Dooley

It’s possible for a person to talk too much, but it’s rarely possible to listen too much. When you are an excellent listener, prospects and customers feel comfortable and secure with you – and they buy more readily and more often. More…

The 8 biggest customer concerns right now

March 6, 2012 by Ken Dooley

Understanding where customers’ concerns lie will give your salespeople a big edge. More…

Win back one-third of your lost customers: 3 steps

January 9, 2012 by Ken Dooley

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…

6 things customers should be saying about your business

October 24, 2011 by Ken Dooley

If customers aren’t saying these things about your company, it could be a sign you’re about to lose them. More…

3 leading reasons why customers leave

October 19, 2011 by Ken Dooley

There are three situations customers usually find unacceptable:  More…

Top 10 selling skills, according to customers

September 20, 2011 by Bob Hill

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…

5 ways to create real value for customers

August 12, 2011 by Ken Dooley

Value expectations of customers are changing dramatically. Customers not only demand more value than ever before but are clear about the kind of value they want. More…

6 principles that lead to better closing rates

June 7, 2011 by Ken Dooley

Drawing upon the following principles throughout the sales process will go a long way toward increasing your closing rates. More…

10 words every customer wants to hear

January 25, 2011 by Christian Schappel


When a company used these 10 words it boosted results across multiple categories. More…

Earning – and – keeping customers’ trust: 4 keys

January 7, 2011 by Ken Dooley

Closing a sale is no longer just a matter of being on good terms with the customer or overcoming objections. It’s now a matter of trust. More…

4 keys to managing an effective off-site salesforce

December 29, 2010 by Bob Hill

Allowing salespeople to work off-site as a way to boost productivity and decrease costs may be a beneficial move, but it comes with a whole new set of rules, according to a pair of business experts.  More…

Becoming a better business consultant: 4 keys

December 3, 2010 by Ken Dooley

The salesperson’s role has evolved from being a persuader to being a business consultant – and to succeed today, here are the four skills you’ll need. More…

3 things every prospect needs to know before they’ll buy

November 9, 2010 by Bob Hill


Prospects need answers to three specific questions before they’ll risk leaving an incumbent supplier. More…

5 crucial issues that impact online buying decisions

October 29, 2010 by Bob Hill

Recent research revealed five critical online areas that could be the difference between a sale and a fail. More…


Stock Quotes

INDU22296.09  chart-53.50
NASDAQ6370.5898  chart-56.3291
S&P 5002496.66  chart-5.56
MSFT73.29  chart-1.12
NOVLN/A  chartN/A
IBM145.8110  chart+0.6814
PFE35.51  chart-0.45
2017-09-25 16:40

Top Trending Resources