By chrisstiehl on March 7, 2008
The idea behind singling out key accounts is that you will treat them as special, giving them the recognition and treatment they deserve. If the age-old 80/20 rule applies, 20 percent of your customers, or less, generate 80 percent or more of the profits. These customers should be made to feel as though they are [...]
Posted in Develop Your Skill
By chrisstiehl on March 7, 2008
A few years ago, when I worked at Cadillac, we studied the customer-buying experience in great detail. Our customers talked about how uncomfortable they were when buying a car. They felt cheap and as if the dealer was taking advantage of them in the negotiations. The proverbial used car salesman approach was well earned. Customers [...]
Posted in Develop Your Skill
By chrisstiehl on February 26, 2008
Have you ever thought of your sales staff as customers? Henry Ford thought of his employees as customers for his cars. He wanted to pay them enough and charge the buyers so little that his employees could afford to buy the cars that they made. I think we should go even further with the sales [...]
Posted in Develop Your Skill
