Workplace Wisdom

29 Jun 2010

Opening the Sales and Service Rulebook

When I gave a webinar on “Increasing Average Order Value”, I referred to one of my “rules” for sales and service. Herewith Rule #3: The more you ask from your customers, the greater your obligation to understand them. (For contextual purposes, Rule #1 is: Get satisfactory goods into the customer’s hands as soon after the purchase decision as possible. Rule #2 is: Figure out how much staffing you need and make sure you get it.) Sometimes customers will help out […]

07 May 2010

When the Tables Turn

Sometimes customers think, believe, even expect that we can read their minds. And sometimes we appear to. But I see over and over how often we misjudge what even close friends and loved ones would want, and so marvel that strangers have such strong expectations for satisfaction. In preparation for the aforementioned black tie event (see post, If the Shoe Fits, April 30, 2010) I had some involvement with the dreaded Seating Plan. Among the goals of the various seating […]

16 Apr 2010

Not Fair but Necessary

Isn’t it amazing how sometimes you have to be nice and kind to awful people who don’t deserve it? Take collections, for example, either commercial or non-profit. People make commitments to pay — but some don’t pay. For a long time before you get to the point of threat, you use honey, hoping the flies will stick, the promises will be kept, the cash will trickle in — even if you have to bend over backwards and give extra thanks, […]

 

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