Resource Library

Your goal is to get less business, right? To tick-off your potential customers so thoroughly that they never want to do business with you. Ever. You want to make them feel dumb when they call you. Make them feel like they are wasting your time. You want your potential customers to hang up the phone and say ‘Man, I will NEVER buy from those people.’

Download 5 Ways to Tick Off Customers, Dec. 2011, Undercar Digest

Those are your goals right? Well, here are five ways to accomplish those goals.

by Kip Kint, Director of Training and Development - (as Published in Pulse, the official magazine of ISPA)

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Free Customer Service eBook - Bad Customer Service: The Silent Killer

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Perhaps you’ve dealt with Mark, Joan, and Lisa before. You know Mark: The Impatient Spa-goer, Joan: The Customer Who Asks Endless Questions, and Lisa: The Dissatisfied Spa-goer.

ContactPoint has spent 10 years recording and scoring customer service interactions in the hospitality sector. And after hearing thousands of interactions with Marks, Joans and Lisas, we’ve learned specific ways to deal with all three of them; specific ways to ensure that they each become loyal customers

For 30 years the VHS tape dominated the movie industry. Every movie from 1977 to 2003 was released on VHS. Nearly every American family had a video camera that recorded precious memories, children’s sporting events, and Christmas Nativity scenes. TV stations used VHS tapes to capture every major news event from the Carter administration to 9/11.

The VHS tape was an engrained part of American culture.

But, then something better came along.

by Guest Contributor Tom Nijhuis, 22sales.com

Your prospect has to buy you before he can buy from you. Likability helps, but isn’t key. Sure, if you’re a nice guy I’m more likely to buy my cup of coffee from you in the morning, but if I have to make a significant investment likability isn’t enough. I have to trust you. I have to be able to trust you with my money and I have to trust that you can solve my problem. If I cannot trust you, how can I buy from you?

Winning someone’s trust is never straightforward. Although being perceived as being trustworthy does come naturally to some, it doesn’t come naturally to most people at all. These are my five must do’s to make you come across as trustworthy as you can possibly be.

by Kip Kint, Director of Training and Development, ContactPoint

You’ve probably heard it before: be a consultant, not a salesman. The term ‘consultative selling’ is en vogue. But here’s the thing: very few people really know what consultative selling is. They know it’s good. But, few people can really define it, fewer people can tell you how to do it, and even fewer people can actually do it well.

Our goal here is to define consultative selling and give you the tools to do it well.