#ThursdayThoughts: 4 Good Customer Service Examples

One bad customer service experience can swear you off a product forever. But one exceptional experience, on the other hand, can turn you into a lifelong and loyal brand advocate. More than half of U.S. consumers express loyalty by recommending brands...
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5 Ways to Take Control of Your Sales Call

Watching a salesperson take control of a sales call is a beautiful thing. By the time it ends, they’ve gotten the answers they need, delivered the information they wanted to, and locked in the next steps. The prospect, meanwhile, gets...
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How to Dig a Buried Email Out of Your Prospect’s Inbox in 15 Seconds

To succeed in sales, you must walk a fine line between persistent and pushy. You don’t want to give up too easily — just because you don’t get a response the first time you try doesn’t mean the prospect isn’t...
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8 Ways to Start a Sales Call So Prospects Don’t Hang Up On You

How do you feel when your phone rings and you realize you’re receiving a call from a salesperson? For most business people, it’s interruptive, annoying, and distracting. But if it’s your job to call prospects, you don’t have to fall into...
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4 Simple Ways to Communicate Better with Your Customers

Communication is at the heart of human interaction, and it can make or break a business. Being able to communicate effectively with customers can lead to increased sales, repeat business and referrals. On the other hand, not being able to can quickly...
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#ThoughtfulThursday: What Baseball Taught Me About Selling

This article isn’t really about baseball — it’s about a single lesson I learned through playing baseball over 20 years that I now apply to sales every day. I’ll go ahead and take the rabbit out of the hat now....
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The Secrets of Using DISC to Close More Deals

“Autopilot sales mode”: Doing the same tasks day after day leads to autopilot, or the tendency to act without conscious thought. For example, many salespeople have outgoing, talkative, emotional, enthusiastic personalities. And they sell in a way that feels most...
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8 Powerful Phrases That Will Increase Your Influence

Charisma is hard to define — but when someone has charisma, it’s obvious. Charismatic salespeople have a significant advantage over their competition, since prospects are far likelier to engage with them, respect their guidance, and listen to their pitch. One...
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The Best Time to Make a Sales Call in 2017

Most salespeople are eager to know the best time to cold call their prospects. It’s an enticing idea: Rather than waiting for a compelling event, researching the buyer, and crafting a personalized message, the rep simply needs to know the...
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The Right Persuasive Words Turn Prospects Into Clients

I’ve said this before, but it bears repeating — especially in discussions about persuasion: Logic makes you think, emotion makes you act. More...
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