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August, 2014

Style Guide: Do you have one?

Customer purchasing habits have changed markedly since the development and rapid expansion of web based applications where you can find almost anything at anytime. Consequently the science of attracting and retaining customers has become very sophisticated involving SEO (Search Engine Optimization) and one-click shopping for example

This has become even more challenging for businesses with a physical presence (buildings, store front, or other structure) to get customers to visit their locations, deal with traffic, find parking locations and fees to just get them in the door to potentially purchase their goods and services.

Check List
Many customers still find it necessary to touch and see before buying, but are heavily influenced by an in-store experience. It is not just the exterior/interior trappings of the store, or its music, or presentation of goods but the experience and relationship with the staff during the buying process (including exchanges) that . . . read more.
Mike Brice
Phone: (206)226-1617

Feature Article

This article by Geoffrey James list the 10 most surprising things he has learned from coaching 100 top sales gurus over the past 15 years. Some of these topics may be familiar to you and others may conflict with your own experience. Click the sales secret to see what Geoffrey has to say on that topic.

  1. Customers truly want to buy.
  2. Elevator pitches never work.
  3. Cold calling makes you stronger.
  4. Selling is mostly listening.
  5. Sales training can't create sales stars.
  6. Introverts usually outsell extroverts.
  7. Customer experience creates a brand.
  8. Closing is a process not an event.
  9. Loyal customers are better than new ones.
  10. Everybody sells.

What are your sales secrets? Let me know what valuable secret is not listed on this list and its impact on your business,

Click here to read the complete article.

Note: Ask yourself the following questions.
  • Do you have a set of core sales principles that guide your sales activity?
  • Do you observe your sales people during a sales engagement?
  • Do you seek feedback from customers on their "sales" experience??

If you are looking for guidance on developing your sales process contact Mike to learn about the Executive Coaching services available from Brice Consulting for you and your organization.

Leadership Resources
Strategy: Donald Sull, London Business School professor, poses three questions to break down complex strategies into actionable steps.
Simplify Your Strategy (3:15 min)

Crisis Management: David Lammy, member of British Parliament, offers four ways to bring a team or organization through a tumultuous time, based on his experience leading through the London Riots.
Leading Through a Crisis (3:32 min)

Culture: Trust is the operating system of every organization and every relationship.
How Do You Build Trust In A Trust-Deficient World?

Sales Training: Ask chief sales officers today to rate the value of sales coaching, and the vast majority will tell you it is either mission critical or very important.
A Case for Sales Coaching

New Managers: Being promoted to a manager for the first time is one of the most challenging transitions a manager will ever have to navigate.
Tips for New Managers

Leadership: More and more employees are finding it difficult to trust their leaders. Even those who genuinely enjoy their jobs, the people they work with and the teamwork camaraderie of their workplace culture don't necessarily feel comfortable working with or trust their leader.
What To Do When You Don't Trust Your Leader

Customer Service: I'm going to bet that your company has put less thought into the words that your employees use with customers than you've put into the language in your marketing campaigns and website.
Are You Killing Your Customer Service With These Language Mistakes?

Customer Experience: What I really like about reality shows like "Undercover Boss" is that they allow leaders in senior management positions to get their hands dirty and get an unfiltered view of what life is like on the ground of their organizations for their employees and their customers.
Are You Stopping Some Of Your Customers From Doing Business With You?

Personal Development: You don't have to be born mentally tough. Here's how you can develop the vital trait.
7 Habits of People With Remarkable Mental Toughness

Personal Development: Intelligence is a work in progress. Maximize yours with these simple habits.
10 Small Things You Can Do Every Day to Get Smarter

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