by andycoughlin | Nov 14, 2019 | Uncategorized
There’s no rule that says you have to sell to every customer who expresses an interest in what you have to offer. In this last article in the series, we look at knowing when to walk away. The great British industrialist Lord Hanson, who led the British takeover boom...
by andycoughlin | Nov 14, 2019 | Uncategorized
One of the biggest mistakes sales people often make is confusing ‘negotiations’ with ‘discounts’. Offering discounts is fine, so long as you know you are giving money away. Negotiation is about give and take…on both sides. Thousands of articles and books have been...
by andycoughlin | Nov 14, 2019 | Uncategorized
Service isn’t service if it’s only delivered selectively. Treating polite customers well isn’t good enough. Your team need to know how to translate your vision into reality – again and again. It’s one thing to have clarity of what service means across the...
by andycoughlin | Nov 14, 2019 | Uncategorized
It’s never great to compete solely on price. Sooner or later someone else will discount, or be prepared to cut their margin. Competing on price alone isn’t great long-term strategy for most businesses. In this series, we explore other things businesses can do to...
by andycoughlin | Nov 14, 2019 | Uncategorized
Despite all your efforts, there will be times when customers feel you haven’t looked after them. They may feel a sense of injustice, or that your business hasn’t treated them as they might want. How you deal with these situations is critical, if you truly value the...
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