Customer service

My Customers Are Smarter Than Me

Are yours smarter than you? Experience has taught me there are two basic personality types in selling. One which cares THAT the customer buys, and another that cares WHAT the customer buys. I’ve come across plenty of the first type and even worked with a few, but always preferred to be the second. The reason [...]

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Qualifying Sales With Content

Sales Coach

In my experience there are two types of salesman (male or female). One who cares THAT the customer buys, and another who cares WHAT the customer buys. The hit and run guy will take any order, for the commission check. The other guy is selling to get satisfied customers who pay top dollar and give [...]

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Multi Dimensional Business Management

Front Office Box

There are three dimensions to my business (and anybody else’s) and success in all of them is a pre-requisite of survival and growth. They are mutually dependent – one can’t exist without the others. They are equally important – needing the same degree of management attention. They are easy to get wrong – and hard [...]

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Three Reasons My Business Might Fail But Won’t

Front Office Box

There are only three ways businesses fail. Any owner who avoids them will stay afloat, at least, and probably achieve his/her goals. Fail to Plan Planning is hard, boring and discouraging, so lots of people don’t do it. But if like me, you don’t believe in luck, planning is the only way to get where [...]

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Get a CRM Built for Your Business – 10 “IFs”

CRM

Choosing software built specifically for our vertical market can seem attractive. After all, implementation should be easy, we should have fewer adoption issues and somebody else has figured out all the answers.

But life isn’t as simple as that, as many CRM users have found out.

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How Good is Your Customer Service?

Front Office Box

Did you ever experience such outstanding service you were obliged to say so, and congratulate the server? Did you ever ask him/her could you talk to the boss to mention how impressed you were? Doesn’t happen very often, does it? That’s because we all too often don’t receive (or probably give) that level of service. [...]

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Selling Aspiration

Sales Coach

“Now that is selling aspiration. Not features or benefits, but what we wish for ourselves – our aspirations.” A new sales rep, Mickey joins the Ferrari dealership and gets put with the seasoned pro, Sue, for training. Mickey asks Sue, “these cars are so expensive, I don’t understand why people buy them”? Sue replies “well [...]

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