This is a guest post by Jill Konrath You’ve been there before. And, so have I.  Perhaps you have aggressive competitors who  you just can’t seem to beat

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Part 1: Tips on What to Do When You’re Totally Stuck

Great customer service and exceeding the customer’s expectations is about efficiency. All good customer service training covers this important subject. It is an interesting concept as efficiency in a customer service environment is about 2 different things and they are opposing forces.

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Great customer service is about EFFICIENCY – right ?

This is a guest post by Jill Konrath Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, “ Local Firm Acquires eBusiness .” “Very interesting,” I thought. The company, an international manufacturer, was not in my targeted market segment — but this high tech acquisition certainly was

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Shortening Your Sales Cycle

This is a guest post by Paul Archer. Here’s a tale that many parents will relate to and gives some thought to help next sales meeting. It was rush hour and I was travelling on a packed intercity train and in the opposite seat was a young couple with a toddler who was causing all sorts of commotion.

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Planning Your Rescue Question

This is a guest post by Karen Andrews. Believe it or not, the best way to make sales is not to talk about how wonderful a product or service is or how great the features are because your prospects and your customers simply aren’t interested

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Consultative Selling: The Best Sales Approach

This is a guest post by Jill Konrath When I was growing up, the folk rock trio of Peter, Paul & Mary sang an anti-war protest song called, “Where Have All the Flowers Gone?” It’s funny how after all these years that this tune came roaring back to me as I was thinking about disappearing prospects. Don’t you just hate it when hot prospects suddenly stop returning your call.

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Part 1: Where Did All The Prospects Go?

This is a guest post by Paul Archer If you’re like most sales people at the moment you might be having to work much harder to get the business in to achieve your targets. There are more steps now to sales, longer processes and additional people to see to reach the results we want. As a result we’re finding our time management under scrutiny more than ever before and we may need to tighten up on this vital skill if we want to succeed during this recession.

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Reducing Your Collection Points

This is a guest post by Jill Konrath I was recently asked, “If you were mentoring a new salesperson, what would be your top five sales tips and how did you learn those?” Good question! It really got me thinking.

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Top 5 Tips For Newbie Sellers

This is a guest post by Paul Archer. On holiday in France last year we spent many an evening in the local cafes sucking up the atmosphere enjoying everything that is France

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Do People a Favor. Just Let THEM Talk

This is a guest post by Jill Konrath As sellers, we’re continually told to sell value and to let our prospects know about all of our value-added services. After all, that’s how we’re going to win the sales

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Encompassing Value: Becoming Invaluable to Your Customers