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Archive for the ‘Thoughtful Thursdays’ Category

May 23, 2019

Thoughtful Thursdays – Customer loyalty

I have been taking my vehicles to the same shop for many years. There is plenty of competition, yet I remain loyal. Today’s Thoughtful Thursdays sales topic is about the value of creating customer loyalty…. Read More

May 16, 2019

Thoughtful Thursdays – When your prospect says they will call you back

Your prospect indicates they are interested in your services, but are not ready to start the project and they will call you. What do you do? My first suggestion is to not conclude the conversation… Read More

May 9, 2019

Thoughtful Thursdays – Major account management

Todays Thoughtful Thursdays sales topic the about working with major accounts. Major account plans are more strategic than the typical customer sales plan which tends to be tactical in nature. The goals go beyond the… Read More

May 2, 2019

Thoughtful Thursdays – On sales incentives

It is almost impossible to go through a day without being exposed to incentives to purchase goods and services. The majority of incentives quantify value and offer savings to the purchaser. Buy one, get one… Read More

Apr 25, 2019

Thoughtful Thursdays – Make one more call

Based on my observations and discussions, the job of the professional sales person is more technical than ever. I believe that soft skills are still at the core, but are complemented by the selective use… Read More