by Pensare Group | Jun 11, 2014 | Customer Experience (CX), Customer Loyalty, Focus, Sales
“Customer experience (CX), customer loyalty… honestly Lesley I cannot keep track of the buzz phrases. Isn’t this just customer satisfaction presented with different language?” This was a question posed to me recently from the CEO of a growing government contracting...
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 | 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...
by Pensare Group | Sep 30, 2012 | Efficiency, Networking, Productivity, Sales
When it comes to making professional contacts, the term networking is being thrown out all over the place these days, and it’s easy to confuse virtual interactions with the real deal. Just so we’re clear: “Friending” on Facebook or inviting others to join your...
by Pensare Group | Apr 22, 2009 | Customer Loyalty, Sales
Is there really a question? According to author, Jeffrey Gitomer -”Customer Satisfaction is Worthless, Customer Loyalty is Priceless” Apparently companies like Costco understand the difference. They have been recognized as the leader in customer loyalty among...