Many small business owners have a hard time making decisions for a number of reasons… we look at the most common. Once business owners understand the COST of NOT making a decision the incentive to make one becomes more motivating.
Many times, business people avoid having important conversations because they involve difficult topics or people. Avoiding these stressful interactions only compounds the situation to be resolved. Once a business owner or leader understands how to approach a potentially difficult topic with an employee, peer, colleague, client or boss, their ability to influence situations and gain respect goes way up.
Today, we're headed for the land of customer services. That place where many business owners hope and pray that what they offer and how they offer it will win them a 5 star review rather than some scorched earth comments on the internet.
We're going to dive into customer service from the customer's POV as well as the owner's perspective in hopes that you will see how best to create or improve your own customer service strategy.
If you service people in your business today, you must know what your ideal customer expects and how best to make your strategy a consistent performance standard with everyone who serves customers on your behalf.
This show deals with the most important part of selling and why it's used ineffectively. Closing is not another step in the selling process. It's the end of the value agreement process.
Key Discussion Points:
1. Trust starts the discussion.
2. Discovery creates a reason for you to be there.
3. Value is where the sale really gets closed.
4. Economics is just a small discussion.
5. Closing happens on it's own.
Conclusion: To close the sale, discuss the value and get agreement on the benefits to the client.
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