We're taught, and I have taught about the importance of "Need Identification." … [Read more...]
Tag: Customer Experience
Needs Vs Wants
Cat Insurance..... Posted on July, 2024
Long time readers will know that I sometimes choose a topic that's not the "real … [Read more...]
"Relationship" Selling..... Posted on July, 2024
I was listening to a webcast recently and the "new" concept of "Relationship" … [Read more...]
Thinking About Retention, Renewal, Expansion Differently Posted on July, 2024
It is human nature to look at things from our own points of view. But it's … [Read more...]
"That Guest" At The Get-Together..... Posted on June, 2024
I hate being trite with this analogy, but I will. My post "Cold Calling Was … [Read more...]
"Start With The End In Mind," Our Disconnect With Customers..... Posted on April, 2024
Habit 2 of Stephen Covey's famous, "The Seven Habits Of Highly Effective … [Read more...]
Sales People Create Longer Cycles, Not Customers Posted on March, 2024
We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
Do You Suffer From "Selling Bad Breath" Posted on March, 2024
"Selling Bad Breath" repulses the people we are trying to reach. Somehow when we … [Read more...]
Are We Doing Things "To," "For," Or "With" Others? Posted on February, 2024
Sometimes a simple change in a single word changes our mindset and those who we … [Read more...]
"You Started This Conversation, Why Can't You Hold Up Your End Of It....?" Posted on January, 2024
It was a provocative outreach. The seller identified an issue he thought was … [Read more...]