Tag Archives: selling

Wrong time, wrong place… would you ignore Mozart?

A few years ago the master violinist Joshua Bell took his violin into a busy Washington DC metro station and started playing. The busy commuters bustled past this supreme artist hurrying to get to where they were going. Almost nobody … Continue reading

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Customer service should promote customer loyalty

It costs far more to obtain new customers than to just keep your existing customers happy and loyal. This is one of the maxims every business school student learns and yet we see so often that this not true on … Continue reading

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Leading customers to the solution they want

As a process, selling has not changed very much despite modern technology and advertising changing enormously in the past few years. Customers don’t like being sold to. Do you ever enjoy it when a brand forces their advertising or product … Continue reading

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The six quickest ways to lose your customers

We have mentioned on this blog that it costs far more to gain a new customer than to just retain an existing one. In fact, according to this article the difference in cost to your organisation is that it is … Continue reading

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Should sales own the customer experience?

A recent whitepaper summarized in Forbes magazine indicated that just nine per cent of marketing professionals felt that customer experience was the most important measurement of their own Return on Investment – in other words the marketing people don’t really … Continue reading

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The ‘myth’ of a salesman

Everyone sells for a living, in whatever profession they have. A journalist has to sell their ideas to an editor. A waiter sells ideas for the best main course. A taxi driver sells alternative routes to a customer when roadworks … Continue reading

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How sales professionals succeed with social media

It’s true that social media is now a powerful tool for sales in many business environments so I was interested to see an article in Social Media Today that focused on the most important secrets of those who use social … Continue reading

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Knowing how to engage so you avoid the spam

It is clear from what I have often discussed on this blog that social media comprises many powerful tools. They can help you to promote your company, access new markets, and engage with customers and prospects in a way that … Continue reading

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Cold calling leaves the customer cold

Don’t you think that the worst kind of sales process is when you get a cold call? You might be busy cooking the dinner and your phone rings – only for you to find that it’s an insurance company trying … Continue reading

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