Customer Experience News & Trends

Sales

The strategies your salespeople use and how they treat customers are huge cogs in the customer experience engine. It’s essential they follow best practices to ensure customers are more than just satisfied doing business with your company.

4 things ‘lucky’ salespeople do right

If you know a lucky salesperson, we’ll let you in on a secret: He’s not as lucky as you think. He’s a better opportunist. 

5 customer presentation rules that lose sales

“Remain detached during the presentation,” “Visualize your audience sitting in their underwear,” and “Pretend that mistakes don’t happen” — these are all good examples of archaic rules that should be broken. 

5 ways to revitalize the buyer/seller relationship

Salespeople face suspicion and rejection daily. Prospects often ask them to answer a ton of questions, reveal proprietary information, and spend hours on projects that may never occur or may be awarded to another supplier. 

Get better at listening to customers: 10 ways

The single biggest complaint of customers is that salespeople talk too much and don’t listen enough. Poor salespeople dominate the talking, while successful salespeople dominate the listening. 

7 examples of body language that destroy sales

When it comes to communication, body language is just as important as the words you speak. And poor body language will cost you sales, no matter how great your pitch is.

5 sales presentation sins

Here are five sins that will undermine presentations to customers:

Are you keeping up with the changing role of decision makers?

Your customers have experienced a fundamental shift in their responsibilities. 

The No. 1 requirement for sales success

The number one requirement for sales success has nothing to do with product knowledge or selling techniques. 

Some sales strategies no longer work on customers

Traditional selling principles may no longer be effective in today’s business climate, which demands creativity and change. 

How to use criticism to strengthen customer relations, boost sales

Receiving criticism is in the top 10 of the most stressful selling experiences for salespeople. Whether it comes from customers, peers or your sales manager, hearing your work criticized can be hurtful if you allow it to be. But it can help you.