Author: Guy ArnoldPublisher: Crooked Stick Limited
ISBN: 9780956436115
Category :
Languages : en
Pages : 399
Book Description
A sales book like no other ... For too long sales has been too hard for both seller and customer: sellers have to sweat too much and customers have to lie too much. It's time for this to stop. Sales Through Service looks at every step of the sales process, turns it on it's head and examines it from the view of the customer, using 4 blindingly obvious principles of common sense and focusing on systemising every step so customers get consistent and continually improving experiences, and want to buy more. Come back more often, tell their friends and spread the word. So you get more sales for less cost. Somehow no matter how hard we work or how hard we try there never seems to be enough hours in the day, there's always unfinished business, customers are ever more demanding and price sensitive and somehow the staff always have a reason why some things just don't get done. This is normal, because as businesses grow, the systems and processes lag behind, so problems occur and results don't meet expectations. On top of this, the Internet has empowered your customers and staff like nothing before, to talk about you behind your back, and spread your reputation, Great or Poor, without your input or knowledge. This a threat and an opportunity. The common reaction to this is to demand that your staff raise their game and step up to the plate, and yet somehow that doesn't get the results you're after. Yet your people get as frustrated as the boss. The answer lies with systems: systems to empower your people, make them happy and productive, so they make your customers happy & loyal. Happy staff and customers make you a lot more money! We unpick these issues and help you equip your people with tools and techniques to get things done, so problems are eased and customer loyalty is improved. We turn these problems into opportunities through systems, training, coaching and measures, to help you make more money through repeat sales, cross sales, recommendations and referrals. This means that you can sell more, at a higher profit, with less effort and at a lower cost. Everyone wins! This book addresses all these symptoms and more, and delivers a new, simple, powerful framework, based on time proven common sense principles, to propel Organisations away from these issues, and instead, towards long term success in this customer empowered, transparent business world of the 21st century. After all: People LOVE to 'buy' but HATE to be 'sold to' They LOVE to 'create' but HATE a 'dictate' And they LOVE to 'deliver' but HATE to be 'driven' Isn't it time for the business world to finally grow up? Focus on service and the sales will follow Not the other way round!
