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HOW TO MANAGE DIFFICULT CUSTOMERS

HOW TO MANAGE DIFFICULT CUSTOMERS Do you have clients that are consistently difficult to work with, or perhaps they seem to have a lot of complaints? Be honest, we all do! Sometimes the easiest thing is to cut bait and terminate the relationship. However, conventional wisdom tells us that it’s always better to retain existing customers (and employees) than replace them, and this is one case where that wisdom is […]

DO YOU SEE YOURSELF THE WAY YOUR POTENTIAL CLIENTS OR CUSTOMERS SEE YOU?

DO YOU SEE YOURSELF THE WAY YOUR POTENTIAL CLIENTS OR CUSTOMERS SEE YOU? I was recently at a networking meeting, when I began to notice the appearance of the folks around me – it made me stop and look into a mirror to see how I looked, too. Now, I’m not talking about beauty or physique, etc.. Those are external things that certainly can’t hurt, but I was looking more […]

THOUGHTS ABOUT SALES AND STRATEGY IN THE 21st CENTURY – Part 4 (Story Telling)

THOUGHTS ABOUT SALES AND STRATEGY IN THE 21st CENTURY – Part 4  (Story Telling) In the previous 3 installments of this series on sales strategies, we discussed the need to stay focused on the needs of the buyer, as well as the need to provide clarity through active listening.  In this final installment of this series, we’ll look at story telling as a way to provide clarity.  Obviously you’ll need […]

THOUGHTS ABOUT SALES AND STRATEGY IN THE 21st CENTURY – Part 3 (Active Listening)

In the previous two posts, we’ve discussed ways to staying focused on the needs of the buyer as well as the need to create clarity.  Today’s post will look at “Active Listening” as a way to change a buyer’s vagueness into clarity. As previously mentioned, one of the key principles to keep in mind is that most customers don’t care about what we do or how we do it.  They […]

THOUGHTS ABOUT SALES STRATEGY IN THE 21st CENTURY – Part 2

In the first installment of this 4 part series, I discussed the importance of focusing on the needs of the prospective customer.  Today I want to talk about providing clarity in order to help potential customers make a decision. One of the problems with potential buyers is that they are usually polite (which means they won’t let you know how they really feel about what you’re saying) and that they don’t always […]

THOUGHTS ABOUT SALES STRATEGY IN THE 21st CENTURY – Part 1

My house is over 90 years old, so electrical outlets are never where we need them. Several years ago I hired an electrician to install additional outlets in several rooms. As I was thinking about how difficult it would be to run the wires inside of existing walls and having them come out at just the right place; knowing that the attic and basement have decades of “accumulation” that would […]