Customer Experience News & Trends

Prospects and customers want different things

“The best way to sell prospects is to treat them the same way you treat your customers now.” Some salespeople hear that message so frequently they consider it a basic selling rule. But it’s a major mistake.

Power questions your salespeople can ask to build relationships

Sales success usually begins with the ability to ask good questions and then listen — really listen — to the answers. Some salespeople fail to ask the right questions. Others ask the right questions but don’t listen properly to the answers.