As you look to set and achieve big sales and revenue goals for 2021, one concern that may arise with your sales team is how to handle common sales objections. Typical sales objections include: “Your services cost too much” “I’m okay with the way things are working right now” “It’s too risky to change the…

Dealing with difficult customers can be frustrating and challenging. But what you may not realize about these more challenging customers? How essential they are to the success of your business! As wild as it seems, difficult customers can actually be an asset to your business rather than solely a frustration or a liability. Whether customers…

Can you think of BIG customer service or sales goals you would really like to achieve as a part of your organization? What’s your ultimate sales goal? Maybe it’s landing that dream client you’ve been pursuing. Perhaps it’s increasing your monthly or annual sales. How about improving your level of customer service by following up…

Most business owners have dealt with frustrated or upset customers at some point. If you’ve been in business long enough, it’s virtually unavoidable. But what isn’t unavoidable is taking important steps to manage these situations and resolve the conflict. Upset Customers Don’t Have to Remain Upset How do your team members or customer service reps…

Every business has a list of ideal customers and prospects that they would like to speak directly to, call upon, and ultimately secure a deal with. Sales and customer service reps may also wish to build stronger relationships with current customers but not know the best communication styles for working with them. Understanding Communication Styles…

Collaboration, teamwork, idea sharing, and prioritizing organizational initiatives seem like they would be foundations for business growth and success. All organizations have specific challenges and opportunities that require discussion and attention to move forward in a positive direction. However, very few growing organizations take the time to work “on” their business for planning and communicating…

Many customer service and sales teams do a lot of things very well. But sometimes, they lack specific ideas or skills in certain areas to reach their full potential. Do some members of your sales team spend the majority of their time making sales calls and lack the energy or time to service current customers…

When it comes to the ABMs (always be marketing) and ABCs of sales (always be closing), we see many different angles on this thought. Like most things in business, there are different approaches to sales. What works best for one company won’t always be the same for the next. But there are also some universal…

This is a very simple concept but may businesses struggle to consistently achieve it. In our Business Consulting practice we work with many clients who truly value service. What does “truly valuing service” really look like? I was speaking with a Business Associate of mine and he commented that he recently purchased a very high-end truck….

It is easy for salespeople to lose hope when the sales pipeline looks bare, especially when hard economic times make every sale seem that much more difficult from open to close. However, effective sales practices are all about creating a solid system and sticking to it, no matter what the general economic climate is like….

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