Client loyalty can eventually span a lifetime, but to make it more attainable, we should take it one step at a time. Whatever situation we’re in, good or bad, we must ask ourselves what we refer to as the Loyalty Question: “What am I doing right now that will make the customer come back the […]
Is it Possible That Our Customers and Clients Have Become Irreversibly Promiscuous?
I suppose another way of framing that question is to ask you if you think customers and clients still value long-term relationships? Let’s look at what we know: All of our customers and clients are more informed than ever and typically enter the sales/buying cycle much later than they used to – you must be sick […]
A New Type Of Sales Approach For A New Type Of Customer
I believe that the traditional customer call once seemed indispensable to the selling process – the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing, video […]
Transactional Analysis And Its Effect On Customer Interactions
Much of our communication is unconscious. We don’t actively decide what quality of eye contact we should use, or consider the impact of our words on other people and the consequences. When you watch someone’s facial expression change, or sense a shift in mood, it becomes obvious that there has been a deep reaction to […]