Why the Friendliest Service Isn’t Always the Best Service
I was out in a country town in Western New South Wales a while back, and it struck me how friendly everyone was. People say hello on the street. You walk into a cafe and it’s warm, it’s welcoming, properly country hospitality. The kind of thing you don’t get as much in the city. And […]
Where Is Your Sales Process Actually Breaking Down?
I had a potential client call me recently. He wanted to evaluate what was going on with his sales staff. Why weren’t they converting? What were they doing wrong in those final conversations with customers? It’s a reasonable question. But it was the wrong one. When I walked him back through his process, the full […]