We all know the saying, "Things would be great if it weren't for those damned … [Read more...]
Tag: Customer Experience
They Aren't The Enemy, They're Our Customers!
Do You Really Understand Your Customer's Goals? Posted on October, 2012
As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
Forensic Prospecting Posted on October, 2012
Forensic Prospecting---I wish I could claim inventing this term, but the words … [Read more...]
It's The Customer's Responsibility To Buy! Posted on October, 2012
As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
The Sales Process Is Critical To Customer Experience Posted on October, 2012
Recently I was at one of those giant events, you know, where sales leaders come … [Read more...]
The Survey Says: "You MUST Be Ecstatic With Us!" Posted on October, 2012
Surveys are and should be a powerful way of getting feedback. Properly used, … [Read more...]
It's Not The Commitments We Make, It's Those That We Keep Posted on October, 2012
Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]
What Impressions Are You Creating? Posted on October, 2012
My friend Bob Thompson of CustomerThink posed an interesting question the other … [Read more...]
Changing Our Vocabularies! Posted on September, 2012
The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
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