Customer Experience News & Trends

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 improve your closing rate with customers

The biggest pitfall some companies face in closing is becoming “lost in the sale,” which occurs after they’ve addressed the prospect’s questions and concerns, and it’s time to close the sale. 

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 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. 

3 ways to increase buying and revenue

“It is less expensive to keep the customers you have than to try to go out and win new customers,” said Bill Gessert, president of the International Customer Service Association. 

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.