Blog Archives

Customer Service … transaction or relationship?

Customers do not think of themselves as “customers.” They see themselves as people who need your help. The customer is a person seeking empathy, someone who sees their problems and issues as they see them. Every customer or client is

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Posted in Customer Service, Selling Skills

Is Prospecting for Sales People Only … NO!

You hear the word or term “prospecting” and you probably think of salespeople cold-calling on the phone or by email or heading to Alaska for dig for gold. On the other hand, anyone in business or a profession should prospect.

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Posted in Professional Skills, Selling Skills

Conflict Management … better than resolution?

If carefully managed, disagreements can lead to better results than you might expect. When a negotiation is a complex one that requires a broad set of knowledge, skills, and experience, gathering a team can be a smarter choice than trying

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Posted in Conflict Resolution, Leadership, Negotiation, Selling Skills

7 Responses to Any Question … here they are!

Robin Starr, at the time, was an Insurance Agent and gave a speech at Toastmasters that addressed or suggested that there are only seven responses to any question. Robin’s view is through the lens of professional selling. However, upon further

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Posted in Leadership, Selling Skills

You Said … What?

If you want to build a successful professional career or business you have to learn how to say no. You have to say no to employees, you have to say no to suppliers and you even have to learn how

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Posted in Communication Skills, Leadership, Professional Skills, Selling Skills

Powerful Outreach Voice Mail

If you are responsible for outreach for your organization, you may call and not get an answer. Leaving a message is the hardest starting point to a qualified appointment to demonstrate a product or service. The next best course of

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Posted in Leadership, Selling Skills

Before You Reach Out … consider this FIRST!

Before you reach out to potential business contacts, be very clear and focused as to the type of contact you are making. There are two ways to think about acquiring new clients and new business. You can start from a

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Posted in Leadership, Selling Skills

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