So, in this situation, you successfully negotiated the 4 P’s of marketing to the satisfaction of the prospect.  (Or so you are thinking) The prospect likes your Product / Service –likes your Place (distribution, service levels, philosophy) likes your Promotion (Sales team, name brand, incentives, etc.) and finally likes your Pricing (terms, conditions, pricing,...

One of my take-a-ways from spending over 40 years in the business-to-business sales and marketing world is how long-term relationships benefit the seller more so than the buyer. This article is a follow up to my recent blog “68% of customers leave as a result of perceived indifference”. Real world problems require real world solutions....

“Diagnose Before You Prescribe. It can be dangerous to prescribe without an accurate diagnosis. An effective salesperson seeks to understand the needs, concerns and situation of the customer. An amateur sells product, the professional sells solutions. This is a common denominator principle with its greatest power in interpersonal relationships.” Steven Covey 7 Habits of Highly...

By Tony Picciano This is a frequently quoted statistic from CSAT (Customer Satisfaction Score) that originated from a study conducted in 2008 by John Gattorna – a visiting professor at Macquarie Graduate School of Management.  (Information sourced from CSAT website) The following figures were published on why businesses lose customers: 4% Natural attrition (e.g., moved...

The 10 steps to avoid falling into that trap According to a recent article from Lawrence Yun – Chief Economist for the National Association of REALTORS®: “Housing starts are projected to reach 1.6 million for all of 2021 and rise further to 1.7 million in 2022. This would mark the highest home construction activity in...