| BrandNewMovers.com
Newsletter - August 2008 |
Throw Out Your "Selling" Language
I was sitting at my desk last week when my phone rang. I picked it up and said,
"This is Ari with Unlock The Game." The woman on the other end of the phone
said, "Hi, my name is Julie Jackson, I'm with XYZ company and we are a...and we
offer...". As she continued to speak, I stopped her in mid-sentence and said,
"Hi, Julie."
There was dead silence on the phone.
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Just Checking In Makes Your Prospects Check
Out!
Prospects are busy and have plenty of things on their mind. They have their own
list of priorities. When your priorities, and the prospects priorities, don’t
align, frustration rises on both sides of the desk. Here’s how that plays out
in real life. The voicemail started, “Hi, this is Leah from Forcedsales.com.
Just checking in to see if you had any questions about our service.” Blah!
Blah! Blah!
The sales rep was checking in, and I (the prospect) was checking out. I don’t
mean checking out their service to see if it would help my company. Her
voicemail had me checking out of the sales process as in “if there had been
some interest, there isn’t any now!”
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Is it Satisfied Customers You're After? NO!
I’m sick of customer satisfaction. The worst companies in the
world tout the fact that they won some satisfaction award. It’s not just a bad
joke. It’s a pathetic statement.
Every company is hoping that their customers will reorder. They’re hoping that
their customers will spread the word about how great their products are, and
about how great their people are. And they’re hoping to proactively encourage
others to place an order or do business with them.
That is NOT customer satisfaction. That is customer LOYALTY.
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