Features Only Justify The Price! When I’m training my course “How To Sell Value and Not Price,” I always remind participants that features only justify the price. Benefits justify the purchase. You have to make sure that you include a customized benefit with every feature that you provide. The customer will always want to know […]
Onboarding New Customers When a new employee begins his or her first day, they are placed in the company’s onboarding program for a designated period of time. So my question is, are you placing your new customers in a similar program to help ensure a smooth transition into your company? If not, why not? Onboarding […]
Just Smile Have you seen some of the TV commercials that show before and after photos? If you notice, the big difference is the lack of a smile in the first picture. Your facial expression speaks volumes when it comes to making a positive first impression, whether it’s on the phone or in person. When […]
Self-Control “You will continue to suffer if you have an emotional reaction to everything that is said to you. True power is sitting back and observing things with logic. True power is restraint. If words control you that means everyone else can control you. Breathe and allow things to pass.” – Warren Buffet
Don’t Be Afraid To Fail John Mason authored a book entitled “Never Give Up – You’re Stronger Than You Think.” In it, John says “Don’t be afraid to fail.” If you’re not failing, you’re not growing. He also states when you stop growing and learning, it’s usually because you become less willing to risk failure. […]
Make a Customer – Not a Sale! Katherine Barchetti, a well-known upscale retailer, made this piece of advice a practice. And it’s one of my all-time favorite quotes from the world of sales. Back in my days at Nordstrom, this was something that I took to heart. When people came into the store, I didn’t […]
Are You the Exception or the Rule? If you want to be exceptional in the eyes of your customer, it’s really not difficult. All you have to do is meet their expectations, and when you do, you become the exception. Unfortunately that’s not the rule. You did what you said you were going to do; […]
Activity Does Not Equal Productivity! I have fond memories of going fishing with my dad and grandfather. When we arrived at our favorite fishing hole, my dad would say “This looks like a great place to fish.” If the fish were not biting we would move to another spot. During the course of the day, […]
THINK! I’m sure that you have heard the expression, “Think before you speak or act.” Did you know that each letter represents a self-assessment prior to talking or moving forward with an action? All you have to do is just ask yourself these five questions first: Is it True? Is it Helpful? Is it Inspiring? […]
Just Be Nice! When our youngest was in elementary school, I had the opportunity to have him accompany me to an early evening speaking engagement entitled “Building Relationships will Build Your Business.” On the way home, I looked in the rear view mirror and asked him what he thought about dad’s presentation. He quickly responded […]
