If you or some of your sales team struggle to sell at a premium, you have only one option - be the cheapest price and/or hope your competitors can't sell either.
If you want to be the cheapest and return a profit, you will find yourself making cut backs in 'costs' like customer service and sales training. After all, these investments are optional - right.
Then along came Facebook,LinkedIn, Blogs (and other social media).........
I came across the following conversation on facebook recently. The only thing that's edited is the name of the contributors.
Facebooker: "3 should win some kind of award for worst customers service, I called my bank to dispute an amount that 3 took from my account without any authorisation. The bank teller said she had same problem with them".
Still think you can't afford to invest in great Customer Service?
Think again.....
Find out what your customers are willing to pay a premium for and then find a way to give it to them. Sell only to people who are willing to pay you extra.
And leave those who are not willing to pay a little extra to the cheap merchants
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