“We want your software (or training or whatever it is you are selling).” No, it’s not the software or training they want to spend money on. It’s performance and productivity they want to improve. In understanding customer needs in...
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Customer experience accosts all the 5 senses. Actually, that’s what customer experience is. Customer sense experience – how all the customer senses perceive interaction with you. So yes, it matters how you look. And no, the customer should not...
Dear Business Owner, all leads are created equal, but some are more equal than others. Well, not quite. More accurately, not all leads are equal. Some leads are hot, others cold. Others are suspects, and yet others, prospects. And...
If you are in charge of a key account, do you have a strategic plan for it or do you just manage it? I’m not talking here about those in charge of a portfolio. That we handled here. I’m...
It’s highly unlikely that the hotel will dismantle its reticulated (piped) gas system to install yours because you said so. In fact, even if it’s not reticulated but just LPG (gas) cylinders in, say, a school, they won’t exchange...
“Sell me this pen.” No. Ask me what I do with pens then sell me that. “I’m looking to buy a car. Which one is good?” This one. No. Ask, me why I want to buy a car, then...













