listening to customers for effective marketing, sales, and customer service relationships
listening to customers for effective marketing, sales, and customer service relationships
listening to customers for effective marketing, sales, and customer service relationships

Customer Relationships
in Sales and Marketing



Listening to Customers


Successful marketing and customer satisfaction depend upon listening effectively to understand current customer needs, to demonstrate to customers that you understand, and to anticipate future needs. A listening-centered approach to selling can make business development fun, rich in learning, and extraordinarily rewarding.

I'm Not A Salesman, But I Sell Anyway: A Non-Sales Professional's Approach To Sales. In a positive departure from stereotypes about sales and selling, Coach for business professionals, executives and entrepreneurs Bruce Wilson explains how professionals are more likely to make a sale when they listen to facilitate potential customers' buying decisions instead of applying pressure. More....

In Part Two, Four Stages Of Sales Through Building Customer Rapport Bruce offers four basic assumptions and simple, intuitive actions which enable professionals to facilitate sales using their own "non-sales" professional expertise. More....

The Central Role of Listening in Selling For Service Providers. Performance consultant and leadership coach Tanja Parsley lays out a simple, effective framework for a service provider's first meeting with a potential client that encompasses getting to know each other, uncovering the explicit needs of the client, and mutually determining if there is a fit. More....

One-step-ahead product development at IDEO. The highly innovative, award winning product design firm IDEO, designers of the original Apple mouse and other revolutionary products, uses empathic listening to understand markets (they even call one of their people an "empath"), brainstorm ideas, and prototype products. More....

Six Sigma and Customer Listening. One of the more recent approaches to quality control, and perhaps the most powerful, is the process called "Six Sigma" which begins with listening to customers to determine the biggest quality issues that can be remedied to reduce costs and improve profits. More....

Forbidden Persuasion: Six Powerful Tools of Persuasion in Sales. Read an overview of psychologist Robert Cialdini's book Influence, The Psychology of Persuasion, in which he helpfully distills a big chunk of the psychology behind traditional sales and fundraising into six cue-and-response categories illuminated with thought-provoking psychological studies and playful descriptions of his own selling / buying encounters. More....


Overview

Home Page

Detailed Description of Topics

Topics

Listening Strategy and Skills

Leadership
and Teams

Customer Relationships
in Sales and Marketing

Conflict Resolution and Negotiation

Resources

Listening Books

About Us

Contributors

Editorial

Contact Us


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summary of site contents:

Home Page | Detailed Description of Topics | Listening Strategy and Skills | Leadership and Teams | Customer Relationships in Sales and Marketing | Conflict Resolution and Negotiation | Listening Books | Contributors | Editorial | Contact Us |


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