5 Things You Should Know About Leadership
Leadership is the answer to the challenges faced by organizations today. Every organization needs leadership, at all levels. Leaders are able to inspire, influence, motivate and engage people. Faced with an increasingly complex and unstable environment, organizations have to adapt quickly, anticipate change and innovate. In this context, we must promote cooperation between people, betting on the potential […]
How Can You Keep the Love Alive?
“… customers by nature are insatiable and continuously yearn for things they don’t yet possess. Their satisfaction frontier is always beyond their grasp. Therefore, trying to enduringly satisfy your customers is dangerously misguided. Instead, you should strive to infatuate them – over and over again. Infatuation implies a very strong yet short-lived attraction, which captures […]
6 Attitudes & Habits that Drive Sales Success
Savvy professionals understand two things: occasional failure is inevitable and long term success is not random. In his recent article for LinkedIn Pulse, Signs You’re Successful – Even If It Doesn’t Feel Like It, Dr. Travis Bradberry cites a study by Strayer University in which the majority of respondents defined success as “good relationships with […]
Customer Loyalty: Its Immeasurable Value & Tips to Cultivate It
Who doesn’t love a loyal customer? But do we fully understand and appreciate the benefits of customer loyalty? In a recent article for customerthink.com, Turning Client Defection into Client Perfection, author Tom Cates quantifies the value of loyal customers, stating that compared to transactional customers, loyal customers… Produce 3X the amount of business Require 41% […]
Resist the Urge to Badmouth Competitors
Who doesn’t feel a little surge of joy when we hear a customer complaining about a competitor, or encounter any negative intel regarding our competition? But we should pause before jumping in to participate in badmouthing the competition. We need look no further than the current political stage to recognize the ugliness of negative campaigning. […]
Is Your Body Language Sabotaging Your Success?
Our success as sales professionals is dependent upon our interpersonal skills, which, in turn, are dependent upon many variables – including body language. In his recent blog forLinkedIn Pulse, best-selling author Dr. Travis Bradberry (Emotional Intelligence 2.0), shares the 15 most common body language blunders that we should all avoid. Here’s his list: Slouching Exaggerated […]
6 Tips for Dealing with Angry Customers
Few things are more frightening for a sales professional than an angry customer! But like all scary things, fuming customers are less intimidating if you have an effective, proven process to address and defuse their anger. Here are six tips to deal effectively with angry customers: 1. Start with the right frame of mind. Don’t […]
Did the Exploratory Process Save LEGO?
Ten years ago, Danish toymaker LEGO was experiencing double digit losses annually, and was at risk of debt default. A decade later, in 2015, the company reported a 25% increase in revenues and a 31% jump in profits. How’d that happen? That’s the question answered by branding expert and best-selling author Martin Lindstrom in his […]
LAER is Not Just for Selling
Every day, we utilize the communication and relationship-building skills we learned in Dimensions of Professional Selling (DPS) sales training to drive our sales effectiveness with customers and prospects. But if we limit application of these skills only to our professional lives, we may be missing out! Here are just a few examples of how your […]
9 Tips to Build Customer Trust
Trust. It’s a powerful word. Sales professionals know that in order to build and maintain the kind of interdependent customer relationships that drive success, they must first earn their customers’ trust. In his article, “How to Build Customer Trust: 9 Rules,” author Geoffrey James, offers tips to help build client relationships that are based on a […]