by David Cottrell | 16 Jan 2023 | Customer Satisfaction, Questioning Skills, Sales Skills
Value Proposition Design is critical for all customer-facing teams if they want to stay ahead of the competition. It’s fairly obvious that a sellers products and services play a critical part of that proposition but do you understand the pains endured by the...
by David Cottrell | 28 Mar 2022 | Customer Satisfaction, Negotiation, News, Sales Skills
Selling to Buyers – a look into the mind of the buyer WHO WILL BENEFIT FROM THIS SEMINAR? Selling to Buyers: This seminar will be beneficial to individuals or teams working in all levels of sales and who wish to understand the buyers’ perspective and tools they use....
by David Cottrell | 22 Aug 2016 | Customer Satisfaction, News
Loyalty schemes are commonplace in everyday life. It’s quite nice to cash in nectar points for a free trolley of shopping or take a free coffee in Costa But these loyalty schemes are just adept at capturing past purchases and then tailoring new offers. Smart...
by David Cottrell | 11 Apr 2016 | Customer Satisfaction, News
‘Easy to do business with’. I’m sure we’ve all frustratedly held the phone listening to a robotic voice informing us that “your call is important to us but we are experiencing heavy traffic at the moment. Please consider using our website...
by David Cottrell | 5 Jan 2016 | Customer Satisfaction, News
Existing Customers are the life blood of any business. They obvious value the products and services because they are a customer and return for repeat business. Existing Customers help to cover costs and keep the business running. If they are so important why do so...
by David Cottrell | 27 Oct 2015 | Customer Satisfaction, News, Sales Skills
Becoming a Buyer was what one did when all other career opportunities had been explored. The role was beefed up somewhat when they rebranded as ‘Purchasing’ but they were still only delivering other people’s plans. Recessionary pressures require...
by David Cottrell | 27 Jul 2015 | Customer Satisfaction, News, Sales Skills
What is Market Segmentation? A market segment is simply a group of customers with common needs and values. That’s the easy part! How do you decide which ones to attack? Just answer these two critical questions: Why is this group of customers attractive to me and...
by David Cottrell | 23 Jul 2015 | Customer Satisfaction, News, Sales Skills
So you’ve been seeing this Customer for almost a year and feel you want to take the relationship to the next level? What do they say? They’re saying all the right things but don’t back it up with actions? Customers sometimes speak with forked...
by David Cottrell | 20 Jul 2015 | Customer Satisfaction, News, Sales Skills
What’s the single biggest reason customers switch business to one of your competitors? Price too high? A possibility but no. Poor quality/service? Could be but again no. Competitor undercutting your price? Not even close! Let me put you out of your misery (and...
by David Cottrell | 7 Apr 2014 | Customer Satisfaction, News, Sales Skills
Ever been in a meeting with someone who has droned on about all of their achievements? “I did this and I ran that while I was taking a holiday and solved the problems with nuclear fusion and I was still back for breakfast”. Probably a very able person but...
by David Cottrell | 31 Mar 2014 | Customer Satisfaction, News
We all make mistakes. It’s part of being human. Customers won’t be happy that something has gone wrong with their valued order but the main thing they will remember is how well you rectify the situation. Back in February 2013 I ordered a significant...
