Tag Archives for " Customers "

Customer Service? You’re Kidding Yourself

By Kelly Riggs | Sales + Leadership

A week doesn’t go by that I don’t encounter bad customer service. I suspect most people could make the same claim since it’s increasingly difficult to find companies that are focused on providing genuinely exceptional service. But, do you know what all those companies with inadequate customer service have in common? Answer: They claim that customer service is one of their priorities or values. In fact, if you asked them about their service they would insist it’s very good. And they are kidding themselves.

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How to (Profitably) Manage Your Time

By Kelly Riggs | Sales + Leadership

Given how ridiculously easy it is to prove the value of time, salespeople are incredibly cavalier about giving it away. Trust me when I tell you that the average salesperson easily gives away 3-5 hours per week. In many cases, the number is as high as 8 hours per week. Every week. But what if you had that time back and you used it to do just one thing: develop new opportunities? Is there a possibility your results would change in the next three months?

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3 Reasons Customers Don’t Care About Your Product

By Kelly Riggs | Sales + Leadership

The average salesperson is completely enamored with his/her product. That must be fairly obvious to customers, who are consistently inundated with feature-dump, product-focused sales presentations that provide little in the way of differentiation and create even less interest. On the other hand, what you may be missing is there are least three things that your customer cares about WAY more than they care about your product.

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Today’s Short-Cut Culture and the Impact on Selling

By Kelly Riggs | Sales + Leadership

So, how many times do you hear salespeople say “selling is about relationships?” It’s absolutely true! Unless the sale is strictly transactional and highly commoditized, relationships are essential to success. Unfortunately, however, there are no short-cuts or “hacks” for building relationships, but that hasn’t stopped salespeople from trying to end-run the relationship side of selling.

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