Here’s what we know: Modern buyers are empowered, demanding, finicky, price-focused, impatient, and less loyal than they used to be. They take extraordinary measures to dodge sellers’ calls and won’t meet with us until they’re ready to buy – and then, it seems, all they want to talk about is price. As a result, our ...
In my 50 years of sales experience, in over 45 countries, I have most definitely learned some key lessons. A lot of them deal with behavior–ineffective methods that need to be replaced with effective ones. These are the things you must STOP doing, replacing them with things you need to START doing, if you wish ...
Even with the increase in digital activity, great salespeople still fulfill important functions in lead generation and in having ‘conversions.’
People don’t buy the same way anymore. We’ve had enough of unsolicited and unwanted phone calls, both at home and at work. Likewise, we hate having to comb through hundreds of unsolicited emails. We’re fed up with intrusive social media messages. We’re sick of companies providing poor service, that refuse to treat us with respect, ...
It’s after Thanksgiving and now we’re focused on year end and the holiday season. However, continuing to spread gratitude at work after Thanksgiving can really make a difference. Here’s why. You’ve probably noticed that the small things at work can make or break your day? A kind word or comment of appreciation from a client ...
“Thanks so much for screwing me around. I enjoyed the customer experience and will support you forever”. Ever had a customer say this after they have been royally abused by your organization and are screaming in your face? You missed the promised delivery time. The product you sold them doesn’t work the way it should. ...
Published by McGraw Hill, this is a must read for any salesperson, sales leader, president or any manager. Author Tim Hurson does a masterful job in leading the reader through the entire mental process of challenging the reader to think better. The sub-title uses the word “Guide” and indeed it is. I folded over 23 ...
These days, many people love to shop online; it’s simple, fast and convenient. Anyone who’s ever purchased a product online knows that one of the best things about it is the fact that you can find reviews of the product you want, which will help you make an educated decision. No business can be successful ...
