How to Become a Better Sales Coach
If salespeople report directly to you, coaching is your number one job. Even if you have account responsibility, coaching your salespeople is still your primary job function. This is how you add value to your [...]
Factors that affect price sensitivity
Understanding price sensitivity helps you become a better salesperson and protector of your profitability. Study these five factors and challenge yourself on how well you use each of the factors. Customer satisfaction, brand loyalty, and [...]
Customer Service Is More Than a Department
Is customer service a department or a philosophy in your company? When I ask people in seminars to define customer service, I hear things like, “The customer has a problem and we fix it.” [...]
Crush Price Objections
“Your price is too high,” is the number one objection that salespeople encounter. Preparation for these objections is fundamental to your success. Whoever is better prepared for the objection—you or the customer—emerges victorious. So [...]
Are You A Great Manager?
Numbers fascinate me. They always have. I guess it’s the scientist in me, or the skeptic. Maybe, it’s because I’m from the state of Missouri and our state motto is, Show Me. A twenty-five year [...]