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Posts Tagged ‘consultancy’

Customer Service: How to move from ordinary to extraordinary

January 2nd, 2014

Differentiation is arguably the most important source of growth for service businesses. That said, when it’s difficult to differentiate the outcome of your service, it’s essential to focus your attention on differentiating the process by which you deliver your service. Read more…

When No means Not Yet: A Principa Alliance Member’s Experience

December 23rd, 2013

In a presentation I do on professional selling I try to make the point that if a prospect says “no” it never means “never”. People make decisions based on “where they are at” at the time of making the decision and their natural inclination is to resort to the status quo because that’s the way we humans are wired. Read more…