Abusive customers are not fun. They're stressful, and they make you feel like crap. I've been on the receiving end of verbal abuse several times in my career, and it's never pleasant.

“The Customer Is Always Right” is a nice saying that works well for most businesses, but sometimes there will be an aggressive person who feels like he or she can get away with being rude to service professionals because “the customer is always right." 

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One of the challenges for a B2B salesperson is staying in front of the customer who buys occasionally.  In this excerpt from How to Sell Anything to Anyone Anytime, I share two specific techniques to keep yo at the top of your customers’ mind.

The most powerful sales call you can make is the one that goes on after the sale.

In this podcast, we'll cover how to use your customer's satisfaction with their purchase as a way to create future opportunities for yourself and your company. We'll also discuss how to turn an unsatisfied customer into a satisfied one. This will help you build long-term relationships with customers who are happy with what they purchased from you in the past, which means more business for you in the future!

Filling the top of the sales funnel with likely suspects is a problem for every sales organization. Sometimes, it takes a bit of creativity as well as common sense. Here are eight ways to identify new suspects.

"My customers don't have as much time to spend with me as they used to."  That's a comment I'm hearing more frequently in my sales seminars.  It's a growing phenomenon.  Your customers used to be able to spend more time with you.  But lately, it seems as though they are on tighter schedules and are harder to see.  You just can't spend as much time with them as you'd like, because they're pressuring you to move on.

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What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?

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Selling is at the same time both simple and incredibly challenging.

It is simple in that almost every adult of reasonable intelligence, who has just a modicum of people skills, can understand it and do it. It is incredibly challenging in that to become exceptionally good at it takes the better part of a life-time of effort and practice. In this podcast, I show you how to make it simple.

I call it the ‘gap between idea and action,’ and it is one of the largest chasms in the road hindering our path to personal and organizational improvement. We have ideas and intentions, and yet turning those into actions – habits and routines that enhance our skills and smooth out our lives, only happens a bit of the time.

If we can bridge that gap, we can supercharge our growth and become more confident.

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Sooner or later, almost every professional B2B sales person comes to grips with the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Yet, they hold the secret to multiplying your income.  In this podcast, I share four fundamentals for effectively penetrating key accounts.

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Our actions follow our attitudes.  While it is easy to connect the two the principle that it unveils – that our attitudes influence our actions – extends to every aspect of our lives, and particularly to our jobs, in even the slightest and most mundane portions of our work lives. And that leads us to one of the greatest principles of self-improvement.

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