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Customer Service Step 6 – When things go wrong

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...

Power of a great concept

We talk a lot on our sales programs about how important it is to have an engaging concept to grab the customer’s attention. This is important if it’s a new-business situation, or if you are taking a new idea to an existing customer. The purpose of the concept at Stage...

Some ‘Gazing’ thinking for Southgate

So England have finally won a penalty shoot-out in a World Cup. And only their second victory on penalties in a major tournament since they beat Spain in the Euro ’96 competition. And the single reason for this win….? ….of course, there’s no single reason. It’s...

Use the right tools to save time

I’ve yet to meet the customer who has too much time on their hands. So anything we can do to help customers make better use of their valuable time has to be a good thing, right? Participants in our Mindset Selling and Mindset Service programs learn to use toolkits...

Two skills for salesmen to get good at

Sales is tough. You’re the rainmaker, the dealmaker, the person who makes things happen. No sales, no business. And if sales is your focus, it’s probably fair to say pressure is not far behind. Hats off to anyone working in the tough world of sales. Here are two areas...