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Lots of companies try to unravel the secret of customer loyalty, assuming that when customers leave, it's because they were dissatisfied in some way. But it's not just a matter of satisfying customers: to keep them coming back, you must establish an emotional connection with them, too. Here's how to engage your customers. Read More

Fence sitters can take up inordinate amounts of a salesperson's time and energy, often with little to show for it. But some of the best customers are also slow to decide, especially in the early stages of a business relationship. Use this three-step approach to sort out real opportunities from dead-enders and get the sales process moving — or fig Read More

Research confirms what you've probably suspected: Buyers are deeply irrational beings. Studies show that even savvy buyers don't always make logical decisions about what they need and what's in their best interests; they often buy with their hearts first and their heads second. Here's how to effectively engage customers on an emotional level. Read More

Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Here's how asking the right questions and utilizing value-added selling techniques can help salespeople satisfy their customers without getting themselves c Read More

When the economy seems unstable, businesspeople can feel shaky. Hysteria sets in, sending sales people, managers and CEOs running for cover, making panic moves that cause more problems than they solve. Avoid making costly mistakes by learning how to implement the top 10 tips to stay in control when your market feels out of control. Read More

Some salespeople and managers think they'll keep clients happy by not ruffling their feathers with uncomfortable questions -- but customers can't solve problems they don't acknowledge. Here's how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business. Read More