Customer Service
June 8, 2018
“Why are we here?” I asked the young salesperson I was coaching, as he sat next to me in my car.
“To make a sale?” he replied tentatively.
“What did you tell the prospect when you set up the meeting?”
“I told them we just wante...
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March 26, 2018
Do you have your eye on customer service? As you prepare to sell or transition your business, you may be tempted to take employees or customers for granted, even if they have traditionally been quite important to you. You may feel you have bigger fis...
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March 19, 2018
What sets you apart from your competitors? That’s one question we like to ask the hundreds of business owners and sales people we speak to each year.
Most often they answer either “our people” or “our customer service.” However, when we ...
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March 13, 2018
When I was a young insurance sales representative I got thrown out of a client’s home. It was one of the best lessons I ever learned about customer service. In my zeal to do what was right for the client, I failed the first rule of customer service...
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March 5, 2018
The words “customer service” bring to mind specific activities designed to enhance the customer’s experience or to resolve their complaints. The traditional paradigm usually focuses on the transactional aspects of the business-client relationsh...
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September 12, 2017
Willy Loman wouldn't know what hit him. The role of the traveling salesman has altered so much as to be unrecognizable. The days when you hustle and flog products to unsuspecting prospects – whether they need it or not – are long gone. Thank good...
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June 9, 2017
All things being equal, customers will buy from people they like, trust and respect. And when all things are not equal, the same is often true. Customers will still buy from people they like, trust and respect. So if you want someone to buy from you,...
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February 3, 2017
We will receive not what we idly wish for but what we justly earn. Our reward will always be in exact proportion to our service. ~ Earl Nightingale
Nightingale goes on to say that wealth is a measure of the service we provide to others. He suggests ...
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October 7, 2016
Whether the economy is strong or weak is often dependent on individual perspective. Even a “bad” economy is traditionally a great time to sell some products and services, such as insurance or sales training. You may need to work harder and smarte...
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February 9, 2016
“How do you overcome the objection: Your hayseed costs 10% more than your competitors?” asked a participant in a sales course I was leading.
“Is it worth 10% more?” I responded.
“What do you mean?”
“Well, if you were the farmer...
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