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How To Build The Value Of Your Service Offers

We often hear from salespeople that one of their biggest differentials is that of giving service. We then ask the question ‘what specific services do you offer that make you different from your competition? How are your services actually adding value to your customer?’ Unfortunately, lots of the answers we get are either pretty woolly or not real differentiators. If…

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What Happens When The Prospect BUYS And Then Cancels The Sale?

If you have been around the world of professional selling for any length of time, then you have probably experienced the following baffling, sometimes even shocking turn of events: The sales interaction went flawlessly and the prospect was interested and enthusiastic throughout. During the close, the prospect offered a couple of routine objections which you easily overcame, and you closed…

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For Greater Customer Loyalty, Keep Selling!

To grow your business, you have to open new doors, but you also must successfully cultivate current relationships. While there are a ton of “after-the-sale-best practices”, this seldom thought about tip, may be the most essential of them all. Try this and it will help you cultivate deeper relationships and turn more one-time customers into long-time clients. The Next Step…

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The ABC’s Of Account Management

No introduction or explanation needed here. I am just going to give it to you simple, brief and straight. Follow these A B C s of account management, and you will grow your business! A – Advise If you really did your job in closing the sale, then you were able to elevate yourself from the position of sales person,…

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3 Essential Tips For Providing Great Customer Service

Providing unparalleled customer service, and after the-sale service, in today’s marketplace, is essential in maintaining customer loyalty. Today’s modern and educated buyer demands more for less, and is always aware of alternative options, including alternative vendors and competitive offers. Check it Out Following are three mission critical points for providing good customer service. Although these tips may seem obvious, do…

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3 Important Actions To Take When You Really Mess Up

Let’s face it, you are human and you will make mistakes. Also, your company and other people you work with have flaws and are prone to err once in a while as well. So what do you do when you or your company screws up, costing the customer time, money, headaches or worse? #1. Acknowledge and Inform as Soon as…

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3 Powerful Best Practices For After The Sale

You have made the sale.  However, understand that you have not closed the sale; in fact, you have just opened it.  Here are three best practices for after the sale performance that will help you cultivate deeper relationships and turn more one-time customers into long-time clients. #1 – Continue to Sell What happens to your enthusiasm for your product or…

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5 Post Sales Mistakes To Avoid

Here’s an email I received over the weekend: “Dear Sean – thank you so much for your wonderful sales blog. My Sales Manager is always going on at me about my lack of after-sales follow up activity and I am trying to improve. Are there any other areas that I should be looking out for in addition to this? Thanks…

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