If your goal was to come up with the worst pickup line at a bar, you can’t do much better than, "Do you come here often?" If your goal is to create a differentiator while prospecting, you will find equal success if you say, "People buy from us because of our superior customer service.” What’s a better line? Find out in this week’s blog by Bill Farquharson.
The Sales Challenge
Back in the day, creating a tight relationship with a client was a must, if the goal was to be a long-term vendor of choice.
Losing an account does not have to be permanent. A client who discovers that the grass is not always greener might want to come back, but only if the losing vendor knows how to lose. Find out more in this week's blog by Bill Farquharson.
After months of hard work, everything comes together. What comes next will determine your staying on top or a plunge to the bottom.
When it comes to getting more from their salespeople, managers face a difficult challenge. They use the word "underperforming" as a label of failed potential and they ask how to get more from this group. In this week’s blog, Bill Farquharson gives you some ideas for cracking the code and looking at the problem from a different angle.
There is a simple reason why you didn’t hit your 2015 sales goals and it comes down to just one word. What’s the word?