Sales management is not enough anymore. The profitable businessperson needs to understand the discipline of producing a customer experience, just like a Steven Spielberg or a Disney. This is a battle of the Baskin & Robins ice cream cone versus the pageantry of a Cold Stone Creamery.
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Archives for Leadership
The incision is healing.
Who cares if you can type 80+ wpm if you hands are hurting? Carpal Tunnel. I went in for the procedure on my drawing hand. Scary stuff if you make your living with magic markers and a lot of Strategic Planning. The interesting part is the Thank You Note that came in the mail last week from my operation room nurses and support staff. Can you imagine that? A thank you note for my business. Hospitals are looking down the throat of a coming judgment day that goes by the initials of HCAHPS. This is a fancy way of saying
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What happens when you charge for free things
Can it be that simple? That the customer feels certain resentment about a $1.00 charge for air when the competitor is free. That the customer FEELS like they are being nickel and dimed. (Which would not be hard to do with the price per gallon of gas). When all things are equal, is there an attitude that shifts the customer’s loyalty when customer FEELS like they are being taken?
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Minus 36 degrees . . .Cookstoves . . .Carrott . . . How to make email and voicemail that connects.
Research shows that 80% of all interaction in the workplace is done with you communicating with some sort of technology. Voice mail, email, etc. So how do you “get through?” I arrived to 36 degrees below zero temperatures. When it I got up the next morning and started the car, the transmission was frozen. I had to let the car sit in idle for 15 minutes before it worked. Canada in March. The coldest cold in my life. I was there for a series of presentations over three days in various Alberta and Saskatchewan cities. And then there was the
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Say Less, Sell More
The need to ask more questions, be more conversational to connect with customers.
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When the Buyers is Saying Bad Things . . . it is a Good Thing . . . for YOU
When the Buyers is Saying Bad Things . . . it is a Good Thing . . . for YOU by Kordell Norton Your buyer calls in a panic. They were about commit to huge amounts of business, but are now asking for last minute concessions, extra conditions, better pricing . . . or else. What was a solid sale, now looks shaky. What happened? As sales people become more conversant in consultative selling, an advanced selling skill that is often helpful is to understand the psychological processes that the buyer is going through. Several years ago, Xerox did research
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What YOUR Competition Does NOT Want YOU To Know About
It is called Sub Rosa. You need to be aware of this term. It could sneak up on you. Consider some recent news stories. · The recruiting of Sales and Marketing Executives has found new levels of attention and activity by Executive Head Hunters (Wall Street Journal) · Restaurant Sales are way up over last year (USA Today) · Victoria Secret’s new Miraculous Bra is expected to show great sales in 2010 signaling a time when women are ready to spend on themselves again. (NY Times) The economy is coming back (no surprise) and when that happens the focus
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They Squeak when you bite them.
It was an awards dinner and the table talk turned to what is unique about Canada. I was in Ottowa, where I was speaking to the Chamber of Commerce Executives of Canada. What a absolutely beautiful city. Cosmopolitan, very European in fee. Of course you put a bunch of Chamber of Commerce people together and the fun meter kicks up about 5 clicks. “We Canadians are a humble lot,” said one of my table mates. “We apologize for everything . . . sorry about that.” Now that is funny. Then another volunteered that Poutine is unique to Canada. What? Poutine.
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The 10 Commandments of How to Handle Angry Customers
The 10 Commandments of Angry Customers By Kordell Norton I – Thou Shalt Assume That Thy Customer Has Rights . . . Including Anger Every decision is made by its decision maker. That person may not be the smartest, most qualified, or the right person to be making the decision . . . but it is still their decision. It is our job to persuade them as much as we can to make the right decision, or in our favor if that is the case. That decision maker has the title of CUSTOMER. If they don’t make it in our
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Only a professional speaker would find something good in having their car stolen
“Dad, my car got stolen,” the words coming fast and in panic from his cell phone. My home-bound college student had just lost everything he owned while he sat in the restaurant. “Even my birth certificate and social security card,” he declared. For a couple of days all he owned were the clothes on his back and his iPhone. He was able to stay on top of a police investigation, cancel credit cards, start on the insurance spreadsheets, apply security protection on his identity and keep us informed of his activities . . . all on his phone. On his
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