GET and KEEP Customers - GET and KEEP Customers

Protect Your Most Valuable Resource

Time Management in Sales: Why Pre-Qualifying Prospects Protects Your Most Valuable Resource In sales, time is your most valuable resource. Every minute of every day should be devoted to moving the chains—advancing opportunities that meaningfully advance your goals. This requires discipline, intention, and a commitment to maximizing the return on every action you take. One […]

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Why Should You Have To Wait?

Jerry Pilkey

This may be the most controversial blog I’ve written, but it reflects a philosophy I would apply to any business I run. “No customer should ever have to wait to give you their money.” It’s a bold statement—one many business owners will agree with in theory but dismiss as unrealistic in practice. The common justification?

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What Your Clients Wish You Knew About Customer Service

Jerry Pilkey

Every customer has needs and expectations, and fundamentally, those needs and expectations are the same. The industry doesn’t matter; the product being sold doesn’t matter. What matters is that your customers feel entitled to a certain level of value—and they should. After all, they are paying you for a product or service, and the price

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Customer Retention, GET and KEEP Customers, Prospecting

Your Customers Will Leave

Jerry Pilkey

One thing is certain: you will lose business. Regardless of your industry or the products and services you offer, customer attrition is a common occurrence. Customers leave for many reasons, and although it cannot be eliminated, there are proactive strategies to reduce its impact. That, however, is a topic for another day.For now, let’s focus

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Customer Retention, GET and KEEP Customers, Go For WOW!

How Much Are Your French Fries?

Jerry Pilkey

How Much Are Your French Fries? Here’s a scenario for you:“How much are your French fries?”“Too much—get out.” Yes, it happens. And it happened to me. This was one of my very first prospecting calls as a rookie salesperson in my brand-new territory. I walked in through the back door of a local restaurant and

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Prospecting, Uncategorized

It’s Not About You….It’s NEVER About You

Jerry Pilkey

It’s not about you. It’s NEVER about you! Sales is about earning credibility, confidence, and trust. To do this, your first inclination might be to recite all the warm and wonderful things about you and your company. This is certainly critical information in building that “Trust-Based Relationship,” but not right away. All those things can

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GET and KEEP Customers, Prospecting

Get and Keep Customers|Grow Your Sales|Prospecting|Profit|Profitability|Sales| Growth|Customer Service

Grow Your Sales…Honour Your Commitments

Jerry Pilkey

Honour your commitments… GET and KEEP Customers In today’s competitive business landscape, the challenges are greater than ever—not just for you and your organization but also for your customers. With the constant pressure to reduce costs and increase profitability, customers are increasingly seeking ways to save money. This often leads to supplier hopping, price shopping,

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GET and KEEP Customers, Go For WOW!

Grow Your Sales…Overcome Sales Fails

Jerry Pilkey

This article outlines common mistakes in sales, with advice on how to avoid them for better performance. When faced with increased competition, a tightening budget, and pressure to perform, it’s natural for salespeople to rush through the process, hoping to speed up results. However, that rush often leads to mistakes that can harm long-term success.

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General Process, GET and KEEP Customers

Grow Your Sales…Discover Your Customer’s Needs and Earn Trust

Jerry Pilkey

L.E.A.R.N how to save time and earn credibility through a thorough discovery process The first meeting with your prospect, typically known as the discovery meeting, might yield you at best, 20-30 minutes of quality time. How you use it is completely up to you. The discovery process is one of the most important sales process

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Earn Trust, GET and KEEP Customers

Danny Talked Way Too Much!

Jerry Pilkey

A national transportation company recruited me several years ago to do on-the-road training with several salespeople. The company’s president believed that several issues within their team were hindering them from closing deals. The quotes were plentiful; however, the close ratio was well below the industry standard. Danny was a territory manager in New Brunswick with

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GET and KEEP Customers, Prospecting