Handling customer queries is crucial since customers are the lifeblood of your business. However, once you have their money and provide them with the product or services, do not expect them to go...
I'm finding it increasingly strange that some businesses are turning customers away - why? Last Sunday I was with my family in the city center (all four of us). Being late in the afternoon and with...
A couple of days ago I had the unfortunate experience of having to stand in a queue at a local convenience shop. I had gone to get a couple of things before guests arrived for dinner. I use the word...
"What we must decide is perhaps how we are valuable, rather than how valuable we are." (Edgar Z Friedenberg) It may take a moment to digest the full wisdom of this brilliant distinction. However,...
Most buyers will make at least one effort to test the price. (Don't you?) In part 1, we explored how handling price objections in sales can be welcomed as a buying signal. We also discussed the...
Few people really enjoy dealing with price objections. Most prefer discussing issues before the negotiation or implementing solutions after a successful outcome. Ending the pricing conversation...
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