We must ensure the customer service rep FEELS what it is like to be the customer. Empathy is the number one feeling behind an effective customer experience. If the customer service rep feels, displays and communicates empathy, then the customer instantly feels like their needs are being met.

The key to developing customer intimacy is understanding the value you deliver. To understand the full extent of your value you must consider where you impact the customers ‘supply chain‘.

Value selling is an important sales technique that relies on showcasing and building on the core value of your products and services.

It is about de-emphasising price as the dominant force in the decision making process, and convincing customer’s that the higher price is actually a better solution — a higher value.

Just how desperate are we to avoid PowerPoint presentations? If you’re in sales or marketing, it’s likely that from time to time you will use Powerpoint to make presentations to potential clients. The reason you give a presentation is to make a sale! Right?

The Anti-PowerPoint Party (APPP) is a new movement formed to, as indicated in its website, “influence the public to put a stop to the phenomenon of idle time in the economy, industry, research and educational institutions.” With all of the workplace distractions, the APPP has called out PowerPoint as the most visible and egregious threat to productivity.

Mary presents the “Winning Pitch” – explaining why customers will say “yes” to your next pitch. Here is reason number 1.

Many sales are lost because the prospect can’t see the clear steps to success. In this excerpt from our FREE E-Book called HEAT, Greg explains why