Is Customer Service Selling?

Is Customer Service Selling?

Is Customer Service Selling? Being of service, creating an engaging customer experience, listening to understand, delivering a solution the customer values…Customer Service or Selling? The difference is the immediacy of revenue.Sales is measured by revenue created as...
Dealing with Decision Inertia

Dealing with Decision Inertia

Dealing with Decision Inertia First it was “Before Xmas”; then, “In the New Year”.  Now it’s “After Easter”….Customers making decisions to work with us seem to use these events as delay tactics….They’re used as unexpected hurdles making it difficult to sign...
Can I take your order?

Can I take your order?

Can I take your order? No I’m not talking about cafes here.I’m talking about how easy it is for salespeople to fool themselves into thinking that “doing only what the client requested” is selling.  Neither is selling a recital of menu items for the customer to choose...
R is for Retail.  R is also for…..

R is for Retail. R is also for…..

R is for Retail. R is also for….. Recent announcements of the government’s definition of Australia being in a recession caused me to cast my mind way, way back to the “recession we had to have”.  Early 1990’s.  Times, when most businesses cut back on recruitment and...