by Pensare Group | Jan 22, 2013 | Alignment, Performance, Productivity
“Here is a simple but powerful rule … always give people more than they expect to get.” -Nelson Boswell We talk about the importance of creating loyal customers. It’s certainly one of the most important goals of any company because a loyal customer will return...
by Pensare Group | Dec 20, 2012 | Active Listening, Objections, Questions, Sales, Value
“Intellectuals solve problems; geniuses prevent them” – Albert Einstein How often have you worked through a sales discussion, building in questions, getting clarification and buy-in from the prospective customer along the way, only to face hesitation when you ask for...
by Pensare Group | Nov 18, 2012 | Objections, Obstacles, Questions, Sales, Uncategorized
“Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it.” -Michael Jordan Michael Jordan is right, of course. But in the sales context, let’s take that...
by Pensare Group | Nov 1, 2012 | Customer Loyalty, Performance, Personal Development, Productivity, Purpose, Questions
It was roughly two years ago when a highly intelligent, and successful prospective CEO client of ours slammed his papers on the boardroom table and pronounced “I cannot lose one more client to the competition”. Imagine our surprise, given the only question we had...
by Pensare Group | Oct 21, 2012 | Customer Loyalty, Performance, Sales
Did you know it’s time to throw out the old notion that having satisfied customers is the path to a successful business? Think about it. If you’re merely satisfying your customers than you’re earning about a “C” grade. You provided a product or service, and got paid...