Monday Motivation, Feb.18/2013
Customer satisfaction and dissatisfaction relate directly to expectations. The old adage of “treat people how you want to be treated” has no relevance in sales. Treat customers how they want to be treated. And if you don’t have an accurate understanding of their...Monday Motivation, Feb.11/2013
For many sales pros the problem is not lack of ability or knowledge but rather failure to execute. Make 2013 the year to “Make it Happen!”Monday Motivation, Feb.4/2013
Why do your customers buy from you rather than your competitors? Do you know the answer? Or do you simply think you do? Make it your mission to ask. The answer is often surprising and always valuable.Monday Motivation, Jan.28/2013
Everything can be differentiated. Yes everything! But only if you position its value in context of this customer’s priorities.Monday Motivation, Jan.21/2013
Less is more. Give your clients a third of the data and make it relevant. Ask fewer questions and make them smarter.