Beyond Philosophy

JANUARY 20, 2020

Sometimes people say no to sales offers out of habit. The scientific name for it is Escalation of Commitment, but it is also the basis of many sales techniques, and it is an excellent way to get your customers to say yes. . Escalating Commitment into a Sale. There are ways to overcome these habits.

Advertising 447

Advertising Telemarketing Consulting Consulting 447

Myra Golden Media

APRIL 23, 2020

If you don’t have a LinkedIn Learning subscription, it’s super easy to get started training your team with my 7-course customer service boot camp. Here are the 7 courses in my Linkedin Learning Bootcamp. This course outlines a simple four-step approach that can be used in variety of customer service settings.

Customer Service 303

Customer Service Upselling Personalization Customer Support 303

Beyond Philosophy

JANUARY 14, 2015

Real life – stranger than fiction (of course). So on top of a completely perplexing loyalty program structure that has no tie in to an already loyal customer (who is using the private store charge card), the firm can’t credit purchases to the new program once the sales transaction is done at the point of sale? you get the idea).

Customer Experience 411

Customer Experience Accountability Consulting Consulting 411

Beyond Philosophy

NOVEMBER 29, 2018

Of course, Patagonia wants to sell jackets, so this was really an ad designed to get the message out that environmentalism is essential to their organization. Sales of the jacket were good. They include: Connect with shoppers: In-person is different than online for obvious reasons. And they did it with an online purchase.

Customer Experience 419

Customer Experience Benchmark Advertising Personalization 419

Steve DiGioia

MAY 17, 2021

According to several employees and training manuals, Apple Inc’s sales associates are taught an unusual sales philosophy: not to sell, but rather to help customers solve problems. To that end, employees receive no sales commissions and have no sales quotas. “You were never trying to close a sale.

Customer Service 341

Customer Service Personalization Sales Technical Support 341

Beyond Philosophy

MAY 14, 2020

As a specialist in applying the science of influence and persuasion in sales, leadership, and coaching, Ahearn spoke to us about the six fundamental principles on how to influence people. So, Ahearn says that persuasion is about changing behavior to something the person probably would not do in the absence of your ask.

Consulting 419

Consulting Consulting Personalization Coaching 419

Beyond Philosophy

FEBRUARY 24, 2016

If your company has always been sales oriented, most of your compensation packages build on metrics centered around sales performance. The problem is sales-based comp plans focus on the organization, not the Customer. ” Of course the answer is yes. Your team need you to be that person now.

Management 283

Management Metrics Customer centricity Consulting 283

Integrity Solutions

JUNE 10, 2024

There’s no real sales conversation or dialogue. Most sales leaders today recognize this isn’t a sustainable way to develop business and cultivate a long-term customer base. Today’s buyers are not only are turned off by the relentless sales talk, they’re also more informed than ever.

Sales 107

Sales Scripts Personalization Coaching 107

Beyond Philosophy

AUGUST 17, 2016

Research has shown that both positive and negative emotions pass easily from one person to another – even over phone calls and social media , and even when neither party is aware it is happening. As part of the course, we talk about building processes and practices that optimize customer experiences and support the employees.

Customer Experience 280

Customer Experience Consulting Consulting Employee engagement 280

Beyond Philosophy

MARCH 20, 2020

Setting up proximal branding to the point of sale could help, too. Personalization is another way to increase the Availability of your product or service. Of course, one must also consider that record-keeping on shark attacks was probably much more difficult in 1580 than 1980. Also, having a more vivid message could help.

Marketing 427

Marketing Consulting Consulting Construction 427

Beyond Philosophy

JANUARY 14, 2023

In sales, it can be tough to know when a customer is no longer deciding but already decided—unless, of course, they tell you that out loud. For example, I like to make drawings with pen and paper during my sales presentations with a contact. However, there are several signals that a person sends when they are ready to buy.

Consulting 243

Consulting Consulting Sales Surveys 243

Beyond Philosophy

JUNE 4, 2015

The ‘human’ factor, in marketing, communications, positioning, and experience creation through sales, service, and operations now pervades titles of articles, blogs, white papers, and even books. Moreover, the customer has no personal investment in choosing, and staying with, one brand or supplier over another.

Airlines 360

Airlines Marketing Enterprise Advertising 360

Beyond Philosophy

JUNE 13, 2016

Measured by any usual standard, this person is horribly unproductive. But the class clown might be the one person that keeps everyone’s spirits high and makes them want to come to work each day. With this person on the sales floor, customers have fun in the store, and that encourages them to buy more and come back again.

Consulting 283

Consulting Consulting Personalization Sales 283

ShepHyken

OCTOBER 4, 2019

This week we feature an article by Dwayne Charrington who writes about how to engage your customers in personalized, meaningful, and relevant ways. Finding new customers is, of course, costlier when compared to retaining the existing ones. Chances of repeated sales increase, if a customer forms a connection with your business.

Benchmark 310

Benchmark Customer retention Feedback Consulting 310

ShepHyken

OCTOBER 19, 2018

Self-learning machines can improve your website visitors’ personalized experience in a multitude of ways. AI-driven chatbots are being deployed more and more within customer support functions, but web personalization extends beyond just automated bots. Customers receive far deeper personalization that they were used before.

Customer Service 280

Customer Service Automotive Airlines Chatbots 280

ShepHyken

JUNE 7, 2019

Many companies are well aware of this, of course. Our employees are able to provide a personalized level of service powered by our award-winning technology platform that helps us to deliver attention to detail that consistently differentiates us. Make it personal. Best of all, personal connections are a virtuous cycle.

Customer centricity 309

Customer centricity Advertising outsourcing Chatbots 309

Integrity Solutions

JANUARY 18, 2021

This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing on more immediate concerns. The good news is, we just went through a crash course in transformation — and there’s plenty to learn from it. New Sales Pipeline Strategy.

Sales 123

Sales Coaching B2B Metrics 123

Steve DiGioia

MARCH 25, 2020

Politicians bicker about what’s the best course of action and how much financial support to give each American. If you feel you need a refresher course, here are links to my complete blog post archive. Click here for articles on Customer Service , Management , Leadership , or Personal Development. So, what should I do?

Personalization 262

Personalization Sales Management Customer Service 262

ShepHyken

OCTOBER 9, 2020

Getting a seamless shopping experience, of course. Customer is not satisfied, the retailer loses the sale. Greater Personalization. If they want to remain competitive and drive sales and loyalty, they must learn to pay more attention to their consumer needs and encompass more customer-oriented activities in their strategy.

Customer Experience 360

Customer Experience Advertising Technology Customer centricity 360

Beyond Philosophy

JUNE 26, 2017

Of course, the only reason they could buy Whole Foods is because the grocery chain founded in Texas in the late 70s has been suffering from declining same-store sales, among other challenges. Not coincidentally, Amazon is crushing clothing sales, too. Amazon is Thinking Out of the Box for Fashion Forward Customers.

Consulting 305

Consulting Consulting Sales Customer Experience 305

Beyond Philosophy

OCTOBER 5, 2023

So, naturally, they are concerned about this course of action, too. Our sales tax is called the VAT, which stands for Value Added Tax. Of course, the movies aren’t the only ones charging processing fees; Ticketmaster has taken this to a new level. However, people are not huge fans of additional fees.

Airlines 379

Airlines Consulting Consulting Education 379

JustCall

FEBRUARY 17, 2022

Want to ramp up to more than 100 cold calls in a day with a powerful sales dialer? Well, we know how difficult it gets to meet sales quotas, when you’ve got to deal with the mess of finding lead numbers, then dialing them manually, and ending up on a dial tone. What is a Sales Dialer? How do modern sales phone dialers work?

Sales 104

Sales Abandon rate Real estate voip 104

Beyond Philosophy

SEPTEMBER 13, 2016

For instance, a 2009 social media use study by MarketingSherpa found that, among customers, learning about special offers and sales was a prime motivator for consumers to connect with companies through social media. This is true, of course, in both b2b and b2c environments. Republished with permission from CustomerThink.com.

B2C 341

B2C B2B Wireless Customer centricity 341

Beyond Philosophy

FEBRUARY 1, 2016

Have you ever left a retail store after a sales associate approached you for the third time to tell you about a special offer? But when the text was personalized by addressing the applicant by name and having a person sign the text, the response rate increased. They merely reached out in a personal and encouraging way.

Journey mapping 280

Journey mapping Consulting Consulting Customer emotions 280

Beyond Philosophy

JULY 10, 2017

One French bookseller reported a 10% increase in sales after using the technology. Of course, this will never work if you have to identify someone out of the EMF: Rental Bikes Are Spying on Users Also. The idea is that the shop worker can anticipate the customer’s needs and provide better service at that moment. It works, too.

Airlines 313

Airlines Consulting Consulting Technology 313

ShepHyken

APRIL 2, 2021

Delivering excellent customer service means understanding the ins and outs of your customer personas, your competitive landscape, your business, and – of course – your own organization and industry. of all sales. Doing so can lead to even greater frustration from your customer and affect your ability to resolve their issue.

Customer Service 296

Customer Service Self service Metrics Average Handle Time 296

Beyond Philosophy

JUNE 28, 2019

The more established a person is, however, they are less likely to participate in symbolic self-completion. In some ways, it is like watching yourself as if you were another person make a choice and then drawing a conclusion about how you feel about it. Self-perception reveals itself in some sales situations.

Sales 261

Sales Customer Experience Personalization Consulting 261

ShepHyken

MAY 30, 2018

Companies like Blue Apron and Hello Fresh , who deliver ready-to-prepare fresh meals, are seeing increases in sales. Then, of course, there are restaurants that make it easy. Why does a person want a fancy red sports car? It might be congruent with the customer’s lively personality. What’s driving that desire?

Transportation 245

Transportation Personalization Customer Experience Sales 245

ShepHyken

DECEMBER 9, 2016

That’s better than being disappointed, of course, but it’s not really enough to keep a customer coming back, especially when the competition know they can get a leg up with better experiences rather than lower prices. In this sense, satisfaction is the fulcrum between positive and negative emotions. That’s also an emotional connection.

Customer emotions 310

Customer emotions Marketing Customer Experience Customer Service 310

ShepHyken

APRIL 28, 2024

For context, these are the customers who continue to buy from you over and over again, and should account for the majority of your total sales. This article includes five ways to manage the VIP experience, and of course, there’s technology, personalization, and more. Of course, the trend in AI is at the top of the list.

Customer Service 185

Customer Service Advertising B2C Big data 185

Integrity Solutions

JULY 24, 2024

One of the most critical areas where small businesses can gain a competitive edge is by investing in their teams’ development, particularly through sales training. The Fundamental Element Sales Training Often Overlooks Sales training is often deployed with a focus on product knowledge, process, selling skills and techniques.

Sales 100

Sales Coaching Marketing Scripts 100

ShepHyken

APRIL 25, 2018

Today there are over 2,000 bakery-cafes, more than 100,000 associates and sales are over $5 billion. He was joking, of course, but the humor was another way to add some personality into the recovery effort. For those that don’t know, before Panera was Panera, it was St. Louis Bread Company, a local St.

Customer Service 167

Customer Service Sales Management Personalization 167

ShepHyken

AUGUST 28, 2020

Though contactless payment has been around for over a decade now, more and more companies are realizing the importance of this technology as it reduces the reliance on cash payment or inserting a card into a point of sale terminal – both of which involve physical contact. WHAT ARE CONTACTLESS PAYMENTS? Safety and Security.

Customer Experience 235

Customer Experience Technology Sales Government 235

ShepHyken

JANUARY 12, 2018

When I hear a script, I wonder if the person can help me. No personalized engagement. Hard to do with no personalized engagement. Pushy sales techniques. Very little turns off customers much faster than pushy sales techniques. Related: Crash Course on How to Apologize to a Customer. Not my error.

Customer Service 249

Customer Service Scripts Customer Experience Personalization 249

Integrity Solutions

SEPTEMBER 23, 2024

Sales enablement has become an integral component of the modern sales organization, yet there is still confusion around what sales enablement actually is and, crucially, how to really make it deliver results for your salespeople and your business. This is not unlike the situation many sales leaders are finding themselves in.

Sales 101

Sales Coaching Telecommunications Accountability 101

Beyond Philosophy

APRIL 16, 2021

For example, sales or marketing departments had more power than customer service, who, on the whole, always seemed to be second class. For example, does the person want to reduce headcount overall? So, I went to the first to lay the groundwork with the senior person who would be more willing to consider my suggestions.

Management 370

Management Consulting Consulting Personalization 370

Totango

MAY 7, 2024

Both CS and Sales leaders agree: Retention is the #1 priority. Achieving higher retention requires close alignment between CS and Sales teams, yet 87% of CS and Sales leaders told us there’s significant room for improvement in their collaboration. But there’s a problem. Use your words Talk to each other!

Sales 103

Sales Upselling Metrics Accountability 103