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.

15 tips customers are getting about negotiating with you

Purchasing managers are being given the following tips on how they can get a better price in negotiations. This information can help you determine how to better approach customer communications and sales. 

The key ingredients in every customer’s buying decision

No matter how complex your products or services, customers look for four things before making a buying decision. 

Interrupt customers to increase sales

If you want sustained success — and if you want to maximize your income — you’ve got to interrupt customers. You have to pick up the phone, walk in the door, or send an email or text message. 

What to do when you lose a customer

“If you learn from defeat, you haven’t really lost.” Zig Ziglar has provided a lot of great tips to business people, but this message might be his most valuable. 

A customer’s ‘no’ may just mean ‘not now’

“No” is the most common word in sales. Most prospects may say “no” the first time your company calls. They’ll say “no” to some of the commitments you need from them to move a sale forward. They may say “no” at the end of your presentation. 

6 unforgivable sins of customer service

The best way to deal with a customer service problem is to prevent it from happening in the first place. A recent survey pinpointed the six leading causes of customer dissatisfaction. 

7 ways to turn a customer ‘no’ into a ‘yes’

Some salespeople look for an exit right after prospects say “no” to an initial closing attempt. Others take a negative answer personally and push to reverse it. In other words, they switch from being helpful salespeople to determined opponents, raising the resistance level of prospects. 

Blind spots that can hurt customers and sales performance

A blind spot is an unrecognized weakness that has the potential to undermine business. Blind spots stem from overconfidence, too much information, emotional thinking or poor communication. The most dangerous blind spots affect those who are unaware of their impact on customers.

Surprise: This is biggest influence on customers’ decisions to buy

Ever order a sandwich because your friend or spouse did, and it just sounded good? That simple act could be the best lesson you’ve ever had in why customers buy — and how you can get them to buy more.

How to read customers accurately: Best practices

“Most people do not listen with the intent to understand; they listen with the intent to reply.”