Do you really know your customers?

Do you really know your customers?

How well do you really know your customers?  Surprisingly, I find that more and more companies are losing touch with their customers at the exact time that it’s becoming more important than ever to get closer to your customers. Everyone talks about how...
How Important is Quality to Your Customers?

How Important is Quality to Your Customers?

If given a choice, I’d always prefer to sell the premium priced service or solution.  Why?  Because quality still matters to a lot of people and they are willing to pay for it. This all may sound a bit counterintuitive these days, given that most...
Real Selling Starts at “No”

Real Selling Starts at “No”

Good sales reps understand that you will encounter objections and push back during your sales process.  It’s inevitable and very much a natural part of any sales cycle.  In fact, the question really is not if you will hear “No”, but rather...
Do You Really Listen to Your Customers?

Do You Really Listen to Your Customers?

It’s seemingly impossible these days to conduct any simple business transaction without the company asking for your feedback as a customer.  Whether it’s a non-fat latte from your favorite coffee shop (that would be Peet’s in my case:-),...