Dealing with Difficult Customers

A difficult customer – someone who is angry or upset – can be one of the most challenging and rewarding encounters for most companies.  If you cam handle the situation well, you will often gain a long-term customer.  Mishandle it, and you’ll watch the...

How to Communicate Price Increases

If you are like most segments of the economy, there have been more price increases announced in your industry in the last three months than in the last three years combined.  Unfortunately, many sales forces are peopled with individuals who have never lived...
Five Minute Sales Pitch

Five Minute Sales Pitch

Q: A customer (a contractor) has given me and one of my competitors five minutes to present our respective products to him. I know all the features and benefits of the product, but I don’t want to be like everyone else and give him what he’s heard before.  At the same...

How Professional Are You?

Ah, if only the people around us were more professional.  Our lives would be easier, our businesses would grow more effortlessly, we’d find our jobs more fulfilling…the list of dramatic benefits can go on and on.  But what does it mean to be more...

Learning List

On-boarding a new employee typically involves someone(s) to train the new employee, and weeks training the new person.           But what if you could develop a system that eliminated much of that training time?...