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Between the Lines: Slow Down

It’s a sign of the times. Everyone wants instant gratification. Video games have reset buttons. Everyone wants to speed but they will not learn how to drive. Customers have no time or patience. Covid-19 has not helped. They want the quick fix for little or no money. Do it and get out. As a business person it is your job to slow them down. Haste makes waste and there is more waste than ever in… Read More

Between the Lines: Look Who’s Talking

By Fred Martel Choosing your words when speaking to a customer is important. Think about conversations you’ve had with business people and try to stay in the lane. So, what is the solution? A well-rounded vocabulary helps along with a method of getting the customer to talk in detail about his or her likes and dislikes. The key is: they talk, you listen. The typical sales/customer service person talks way too much. You cannot… Read More

Between the Lines: Flexibility – What’s Your Plan

By Fred Martel Business is not driven by price alone. Those who strive to be the lowest price walk a fine line between success and failure. The problems many businesses have cannot be cured with a rigid pricing program. Profits come from a discipline of good business practices which include proper hiring practices, continuous training, proper supervision, managing overhead and, of course, and proper pricing standards. A good business plan also includes a marketing… Read More

Between the Lines: A Matter of Trust

By Fred Martel There is little doubt that winning over a new customer requires establishing credibility. One method commonly used is story telling. When asked “what makes your company different,” some salespeople describe their methods as compared to the competition. It is the foundation of what should lead to trust and loyalty. Telling the credibility story suggests that you and your competitors are more equal than different. This is called expected credibility. People expect… Read More

Between the Lines: The Unexpected

By Fred Martel It’s a sign of the times. Everyone wants instant gratification. Video games have reset buttons. Everyone wants to speed but they will not learn how to drive. Customers have no time or patience. They want the quick fix for little or no money. Do it and get out. As a business person it is your job to slow them down. Haste makes waste and there is more waste than ever in… Read More

Between the Lines: Lead the Way

By Fred Martel It’s a sign of the times. Everyone wants instant gratification. Video games have reset buttons. Everyone wants to speed but they will not learn how to drive. Customers have no time or patience. They want the quick fix for little or no money. Do it and get out. As a business person it is your job to slow them down. Haste makes waste and there is more waste than ever in… Read More