Much of this information is based on the marketing theory and research of C. B. Bhattacharya, of Emory University; and Ruth N. Bolton of the University of Maryland. 3 Necessary Conditions for Buyer Relations Any relationship forms only when there are benefits to both parties. For the seller, benefits include the cost savings of retention, immunity from competition, and ease of up-selling. For the buyer, benefits include lower risk, cost savings in the form of special pricing,

Because the facts are on your side, you don’t need to spend hours strategizing the best way to sell your products and services. Instead, spend that time gathering information from all of the credible sources you can find. Even the biggest organizations – at their peril - neglect to do this. Consider the egg. Remember when every time you ate an egg you felt like you were taking your life in your hands? That was last year – the culmination of 50 years of negative media attenti

No matter how hard you try, there will always be clients that have legitimate (and not so legitimate) complaints that damage your relationship. Following are 4 steps for repairing the relationships that you truly value. 1. Listen and Apologize Start by asking a simple open-ended question, such as “How can I help you?” and then listen without interrupting. Once the client is finished, it’s time for a sincere apology. Remember that until the client has finished their story, an

What you’re going to read here are presentation tips you’ve probably never seen before. In essence, you’re going to learn the formula for making people listen. Yes, there is one and yes, it does work. Try it one time and you’ll see. Here are five messages (based on the advice of speaker extraordinaire Ed Wohlmuth) you need to convey to listeners in order to get their rapt attention. 1. I will not waste your time. Within the first few seconds of the presentation, you need to