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Ask More, Tell Less

This week we focus on how to build the relationship with the customer. The beginning of the relationship is critical for all sorts of reasons: Within a very short time both of you will form opinions of each other Customers will vary according to how ready they are to...

Would you pass a ‘mystery shop’?

This week I want you to ask yourself how you would score if you were ‘mystery shopped’. Imagine the customer walking through the door, and measuring you on the quality of the questions you ask. These determine the quality of information you gain from your customers. ...

Create, Make & Take the Sale

Now is a good time to check that your daily priorities are focused on what gets you sales –creating, making or taking the sale ? Creating is all about lead generation. Check the following : Where do your actual visitors come from?  Measure New Visitors, Re-Visits and...

Five Steps to Gathering Customer Details

Obtaining data on your customer is crucial in the early stages of the sales process; too often we fail to achieve the basics before the customer walks out of the door. The marketing spend to get people to your site has to have a return and step one on that return on...