How to Create a Touch Strategy
22 February 2017
A touch strategy is about taking responsibility for sustaining the relationship by communicating on a regular basis in a meaningful way. It’s not about ticking a box or gaming the system. Or is it?
22 February 2017
A touch strategy is about taking responsibility for sustaining the relationship by communicating on a regular basis in a meaningful way. It’s not about ticking a box or gaming the system. Or is it?
1 February 2017
What did we do as salespeople before the Internet and computers? Is building relationships any different now? Does the CRM system help or hinder?
16 November 2016
A Newspaper ran a story on 10 Brilliant Customer Service Exchanges on Twitter. Eight were not good publicity at all. How does Social Media impact our reputation?
26 October 2016
Which is more important? The internet of things or the Internet of people?
28 September 2016
Why do some sales people insist on holding onto the clients who cause the most grief and give so little in return? Wouldn’t you love to be someone like Alan Sugar and say, “You’re fired!”?
7 September 2016
In a sales call, one side or the other often gets distracted by side arguments. Any time that happens it means that both parties stopped paying attention and the sale is probably going to be lost…
17 August 2016
Selling involves rejection. Not everyone who you pitch to will buy from you. In fact, most people won’t. So how do you best deal with the anxiety around rejection?
27 July 2016
Believe it or not, some salespeople don’t like to talk to prospects about money. And yet why would you expect to meet with someone for the purpose of doing business without talking about the financial side of it?
6 July 2016
One problem salespeople encounter is when prospects don’t buy, they seem reluctant to explain why. What do you do if you’re left in the dark as much at the end of the meeting as you were at the beginning?
15 June 2016
Not all buying signals are created equal. If you fail to recognize when prospects are ready to buy, then you could still lose the sale. Which ones can you trust?
selling skills (27)
persuasion (9)
sales (8)
sales skills (7)
selling (5)
recession (4)
marketing (4)
sales psychology (3)
sales failure (3)
trusted advisor (3)
discounting (3)