“When it comes to creating great customer experiences, virtually any business, start-up or nonprofit will profit from the best-insights of Dunkin’ Donuts and Chick-fil-A.” As two of the kingpins in the quick-serve restaurant business, they both have exceptional brand recognition and exceptional financial performance. It didn’t … Read More
How to Leave Better Voicemails
Why do customers delete voicemails without acting on them? What causes salespeople to fail getting in the door with important accounts? Leaving poorly communicated voicemails is one of the main reasons for not getting in the door and why customers hit ‘delete’ instead. If your customer would … Read More
4 Simple Steps to Differentiate Your Value
Your value proposition. You know it must be compelling to land the sales you want. You’ve sweated over the details, carefully tailoring each differentiator. You communicate it, and what happens? The customer tells you they don’t see any advantage and that they’re already happy with … Read More
The 49 Commodity Crushing Differentiators of Value
You want to make more sales. You want to communicate your value in a compelling way. You want to differentiate the advantages of your product or services to close sales. But, you fear justifying your value effectively to decision makers. You’re not 100% confident in … Read More
4 Tips For Handling Price Push Back Effectively
What does dealing with price push back have to do with landing important sales? Everything. I’m sure you’re aware that your competitor may not be under the same expectation to protect gross profit margin you are. No doubt, pressures to make sales on low-price are … Read More