I recently purchased a Harley Benton guitar from Thomann USA. I was somewhat surprised when it shipped from Germany. That being said, it arrived faster than most of the orders that I have placed with state-side vendors. This is a story about customer service. But, there was a problem … my volume knob wobbled. Now,
I’ve written a few articles over the past year which have chronicled my foray into the dark art of marketing. This is an area where I have no prior experience. On top of that, I have always avoided it outright since my gut feeling has been that there would be nothing about it that I
I was reading an interesting article the other day by Dave Brock … “Thinking About Objections.” In it he discusses the conflicting relationships between objections, salespeople, and customers as well as our hesitancy as salespeople to raise objections on our own. Good stuff! I was classically trained in 1977 on the art of handling objections.
If you are thinking that losing the sale is the worst feeling … evahh, you would be wrong. Sure, losing is bad but what’s even worse is … Thinking about what you might have done differently that could have changed the outcome Yeah, that really sucks. If it is that bad, how come it happens?
If you have been in sales for any amount of time, you have no doubt heard about … “Hunters vs. Farmers” & “Elephant Hunters” But, in case you have not … Hunters are those salespeople who thrill in the hunt and in making the kill (sale). Next, it is off to their next hunt. Farmers,
Selling Fundamentals – Back to the Basics
A few weeks ago I was asked to coffee by a young man who I knew who was struggling a little bit with his selling. He was looking for some pearls of wisdom and probably a quick fix. I should also mention that, while he had a CRM, he rarely used it and did not
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