Customer Experience News & Trends

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. 

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. 

Why your salespeople need a kick in the pants

“You may not realize it when it happens, but a kick in the pants may be the best thing in the world for you.” Walt Disney wasn’t necessarily talking to salespeople when he made that statement, but it’s a good message for them. 

15 tips for creating successful negotiations

Preparation is the only aspect of negotiations over which you have complete control. If you’re not prepared for a negotiation, you give the other side an unearned advantage. 

The biggest reason customers won’t commit – and how you can win their love

Here’s the biggest reason customers won’t commit to a product, service or company.