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Found articles: 17

  • When the Customer Demands: "Give a Discount or Lose the Order"

     Periodically every sales person encounters the customer who refuses to buy unless they receive a discount. Sometimes this is driven by the organization's culture or the buyer wanting to look good to their boss and sometimes it is simply the mindset of the individual buyer them self. To some people price satisfaction and their perception of value, is not about the actual amount paid as much as it is their sense that they have negotiated the price down from a higher starting point, thereby obtaining a “better deal.More

  • RETAIL GREETERS: Sales Builders or Customer Turnoff?

     Do you need greeters or should you avoid them? That is the perplexing question many retail organizations are struggling with today. Often touted in the press as the perennial example of the benefits to employing greeters,Walmart has hung on to its practice faithfully.More

  • Treating the Customer Dissatisfaction Epidemic: How to Go Beyond Simply Masking the Symptoms

     Corporations in every sector are spending more than ever before in an attempt to improve their customer service levels. Every year they pour hundreds of millions of dollars into new systems and training programs that promise them the ability to win customer loyalty. Despite their efforts, however, customer satisfaction results continue to fall.More

  • From Scowl to Smile: 5 Practical Steps to Instill Exceptional Customer Service

     Whether in a restaurant, a retail establishment, or the local post office, we have all experienced a decline in customer service. Rarely do smiling, happy employees interact with us anymore. Instead, the person we are dealing with in face-to-face relationships does not even attempt to feign a smile, but rather greets us with a scowl, completely avoids eye contact with us, and grudgingly mutters responses to our requests and questions.More

  • Rx for Falling Corporate Profits

     Once again the squeeze is on as renewed inflation worries slow the economy's growth and many companies resort to believing that cost cutting is the best means to scramble back to profitability in an uncertain economy. The problem with this classic approach is that it sends the clear message to your brightest and best talent that no matter how well they perform, today there is no job security. Not only does such a move have a serious impact on morale, but as the economy improves we will find ourselves once again in a very tight labor market.More

  • Selective Job Cuts Often Benefits Firm More Than Broad Layoffs Over Long Term

     It is difficult to pick up a newspaper or listen to a business news broadcast without being greeted with the announcement of another massive corporate layoff or cutback. The economy catches a chill and, as a result, the corporate world catches a profits "cold." Before long the pink slips begin to fly.More

  • Rethinking Workplace Security: How the Rules Have Changed

     The workplace has traditionally been a dangerous place. Very early in mankind's history perils emanated from the place and type of work they performed. Long before industrialization, men mined precious metals, gems and fuel in the form of peat and coal hidden beneath the earth's surface.More

  • 'Miracle Max' On Market Breakthroughs

     Successful enterprise building requires seven elements. These are:1. People, who are the source of the creative ideas which drive the enterprise’ s innovations;2. Financial Resources, to fund the transformation of these ideas into market breakthroughs;3.More

  • Protect Your Organization's Proprietary Information

     The other day one of our overseas clients called in a state of near panic, to ask a question. At issue was whether they had unwittingly violated U.S.More

  • For Market Breakthroughs, Put Timing on Your Side

     In today’ s marketplace, the pressure for immediate bottom-line results forces many companies to give knee-jerk reactions to economic fluctuations. While this management style may produce some immediate short-term gains, it is self-sabotaging because it handicaps the development of creative inspiration, which is the cornerstone of long-term marketability.Successful enterprise building requires seven key elements.More