A significant part of customer retention is having a business model that makes it easy for customers to do business with you. Customer service should not stop at the trouble desk. Instead, it should permeate the entire company, especially to those in roles that have contact with customers, including those who are often are in [...]
Archive for the tag 'Sales'
June 15 2010
The New Job of “Helping People to Buy”
Sales are sales, right? You present the features and benefits of your offering, you say yes to everything the prospect asks for, maybe you under-promise and over-deliver (probably you don’t), you call repeatedly to get the order, then you thank them for the business and (maybe) try to convince them they made a good decision [...]
June 1 2010
Managing the Sales Negotiations Process
How many times have you heard:
I Understand. I thought we had a deal too. But …
“You’ve got to drop your price by 10% or we will have no choice but to go with your competition.”
“You will have to make an [...]
