Understanding the Sales Force

article thumbnail

10 Great Examples - Customer Service as a Powerful Sales Tool

Understanding the Sales Force

Last week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. In most cases, customer service tends to be vanilla, bland, and although professional in its approach, it is typically highly unspectacular.

article thumbnail

The Crucial Step Missing from Most Sales Training Programs

Understanding the Sales Force

Most companies don't understand that crappy customer service is really a sales issue. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service

Understanding the Sales Force

I'll share that in a moment, but first, let's discuss the dynamic of the show versus the movie and compare that to an ongoing sales challenge. Prospects have expectations - for the meetings, salespeople, products, services, prices and terms that a company will offer up during your sales cycle.

article thumbnail

The Keys To Retaining and Losing Your Customers

Understanding the Sales Force

It's been quite a while since I've written an article about the role that customer service plays in the retention and renewal of customers and accounts.

Customer 227
article thumbnail

The Keys To Retaining and Losing Your Customers

Understanding the Sales Force

It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts. Some products are so exclusive, and so desirable, that crappy customer service might not even stop you from buying again.

Customer 156
article thumbnail

Apple Fritters and the 10 Keys to a Successful Sales Transformation

Understanding the Sales Force

And that, somehow, leads me to sales performance. If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate.

article thumbnail

Is Your Sales Force More Like a Dunkin', Starbucks or Panera Drive Thru?

Understanding the Sales Force

Yet despite the intolerable wait times and ridiculously bad customer service, I return time and time again. This all begs the question, is the sales force at your company more like the Dunkin', Starbucks, or Panera drive-thru? All it takes is to reset my expectations so that I no longer get upset with the twenty-minute wait.