Are You Ashamed of your Profession?
By Paul Reilly Some people in sales might say yes because salespeople are sometimes associated with negative words like: liar, overly aggressive, arrogant, or cheat. Who would want to be associated with these descriptors? [...]
3C Service Strategy
According to a recent Gallup Poll, 93% of customer experiences are average or below average. Customer service is more difficult than ever before and customer expectations are at all-time highs.Customer service used to be easy. [...]
We Need To Talk
“We need to talk.” When you hear these words it means someone is going to break up with you. Researchers analyzed Facebook status updates and recognized a trend. People are more likely to split [...]
How to Tell if Your Customer is Lying
There is no nice way to say this, some customers lie. There, I’ve said it. The plain unvarnished truth—no sugar coating. Not all customers, just some. And these lies cover a broad range of topics: [...]
B2B is more than Business-2-Business—It Is Back-2-Basics
Why do we hear the term “back to the basics” so frequently? Because it works. Regardless of the arena, “back to basics” is in everyone’s playbook. In the military, recruits begin with basic training. Athletes [...]
Why Salespeople Cut Price
Why do salespeople cut price? And they do according to our research: 58% of salespeople and their managers will cut price if the customer requests it. Here are six reasons why salespeople cut price. First, [...]