A relationship is worth more than just a sale
I made the sale!
Great. Way to go! Okay, now calm down. What kind of sale? Any chance for an up-sell? A referral? Another sale?...
A relationship is worth more than just a sale
I made the sale!
Great. Way to go! Okay, now calm down. What kind of sale? Any chance for an up-sell? A referral? Another sale?...
Outsourcing can put you dangerously out of touch
Turning a blind eye to product quality can be dangerous to your health. In June, the former head of China’s food and drug agency...
Give a boost to your low performers
Dear Dan: Our business has expanded, and some employees aren’t quite pulling their weight. I’d like to help everyone meet our standards before I...
The truth about truth: No truth, no nothing
For years, hotel bathrooms have been asking me to “Save the Planet.” And there are hanging signs asking me to use my towels several...
Recovering your costs for a property cleanup
If you or your company are unfortunate enough to be named by the government environmental watchdogs as a potentially responsibly party or “PRP” in...
Sales are down. I’m down. They won’t decide.
I get a ton of e-mails that start out something like, “My sales are off,” or “The market is down,” or “I just can’t...
Advice: When the EPA comes knocking
Surprise inspections by either the U.S. Environmental Protection Agency or state environmental agencies may not be as frequent as in past years. However, it...
Creating buyer urgency will take sales skills
One of the questions I always get is, “How can I create a greater sense of urgency in the buyer?”
You need to ask yourself:
•...
Negligent hiring: Are you well protected?
It has been more than 20 years since the R.I. Supreme Court handed down the seminal case of Welsh Manufacturing vs. Pinkerton’s Inc., but...
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