Building Customer Relationships


Mistakes happen. As human beings, that is an inevitable fact of life. How you handle the gaffe, I believe, is what makes the difference between turning an honest mistake into a positive outcome. I think of my early days as a customer service representative. It was amazing to me how I could quickly diffuse an angry customer situation simply by listening, acknowledging their pain and apologizing for the problem that occurred. by Barbara...

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Build a Relationship, Not Resistance


Posted By on Sep 7, 2016

In order to build a relationship and avoid creating resistance, make sure that your mindset going into the call is focused on two key things … by Colleen Francis As salespeople, we generally have between 4 and 30 seconds to make a first impression on our prospects that will compel them to want to engage with us. Unfortunately, by the end of these all-important first few seconds, the vast majority of salespeople leave their...

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Too often seemingly productive sales presentations end up going nowhere fast. Why? Well, there are four primary reasons why your once captive audience is not really into you anymore. by Adrian Miller We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the...

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Communication is The Key to Success


Posted By on Aug 24, 2015

Good communicators know fundamentally that putting in time to ask the right questions and really listen to the answers is never time wasted. Are your communication abilities influenced at all by whether or not the person you’re communicating with can help you? Do you communicate more respectfully with top level executives than you do your peers? Are your motivations to communicate influenced by how much money a potential...

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So I called him up. “Jim. It’s Jill calling. I know you’re concerned about bringing me in to train all your sales guys. But I just want you to know that I have more balls than those two other male trainers combined. That’s all I have to say.” I got the job. by Jill Konrath I’ve been rebelling from the day I entered this (still) male-dominated profession. I didn’t intend to. In fact, when I first started out, I tried really hard to do...

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You can be the greatest salesperson in the world, however, if you call on prospects that don’t match your demographics or psychographics, you are going to be busy and broke.  by Colleen Stanley It’s the beginning of 2015. There are new sales quotas to achieve and opportunities to develop.   One of best ways to ensure you will hit your quota is to fish where the fish are biting. This is the time of year where sales professionals...

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