In sales, leadership is primarily the ability to influence. Traditional sales methods place great emphasis on presenting the offer, and thus on speaking. Modern sales leadership, however, is above all the ability to ask the right questions and listen empathically.
It would seem that these days, buying a car from the showroom shouldn’t be too difficult. It should be as routine as buying your favourite roll from the bakery. You enter the showroom, buy, and leave, and the happy salesperson moves heaven and earth to satisfy you (they’re on commission!). Well, I recently found out that such a transaction can be an amazing adventure and spending $25 thousand isn’t...
10 years ago, air conditioning in cars was still a luxury. Today, even the cheapest car comes with air con as standard. Interestingly, customers negotiate on exactly the same principle - if they get used to something being standard, they won’t hesitate to ask for greater concessions. Don’t get caught up in this game!
Regardless of whether we’re buying a product or service, when we pay for something, we want to get exactly what we expected. How should we approach complaints in times when emotions are the most important factor when making a purchase, and when building a relationship between a customer and a brand?
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