1) Provide customer service that distinguishes your business from your competitors. The best product in the world is just going to stay on the shelves and get dusty if you don’t support it with customer service that makes your product “better” than the identical product offered by the competition. The success of Sleep Country Canada … Read more
“The customer doesn’t care how much you know until the know how much you care” this well known customer service concept has never been more true than now. Most markets are getting too tough, new competitors are popping up everyday whatever market you are in and the key differentiator has always been and still is … Read more
Over the years, we have observed the mistakes of many professionals in what we call “selling situations”; that is, where they are trying to acquire a new client or account. Although the actual approach may vary, there are many common pitfalls that trap professional sales people. 1. They talk instead of LISTENToo many professional sales … Read more
This fact sheet focuses on the standard model of marketing planning endorsed by several writers in the field. The model contains formalised procedures, although the degree to which these are followed will depend on the culture and requirements of the organisation. The discipline of marketing planning has been widely debated. Depending on their standpoint, academics … Read more
This article introduces easy to follow action steps designed to assist line managers, supervisors and managers responsible for the induction of new employees. It makes good sense to help new recruits to integrate as quickly as possible into their new surroundings and to become efficient and effective in their work and set them up for … Read more
This articles provides an easy and straightforward introduction to the key concepts and modelling techniques of Neuro-Linguistic Programming (NLP) to help you apply quickly apply some of the concepts to achieve excellence in thinking and communication. Originally developed by Richard Bandler and John Grinder in the early 1970s as an offshoot of the American personal … Read more
This article is intended both for those new to business writing in general and in particular to report writing and for experienced report writers who wish to review their own methods. Definition of good report writing A good report should be readable, interesting and well presented, and it should be no longer than is necessary. … Read more
This is a sample of a very simple, straight forward sales process including the most basic steps of building the relationship with the customer to onboarding and retaining, nurturing and growing the relation. This is an essential framework for any professional sales person seeking to enhance his/her professional selling skills. New Account – … Read more
A sales cycle is the time from when a salesperson first makes contact with prospect to the moment when a sale is made or finalized. For example, if a copier sales rep makes a cold call from a list of prospects and reaches one, that is the start of the sales cycle. When she finalizes … Read more
Many organizations use the term “value proposition” and refer to adding value without really doing either. Who defines “value”? In sales, there are two levels of value proposition – the “general” one that you may use to hook the customer or prospect’s interest and then the “specific” proposition as the key part of your presentation. … Read more