Case Studies

As customers, we can all relate to times when we contact a company or pop into a store enquiring about a product or service.  Generally, the person answering the phone announces the company name in a friendly and professional manner. Likewise, if we are in a store the person welcomes us, each of them asking how they can help and the conversation begins.

If we know exactly what we want we tell the assistant what we need. On occasion, they may ask us a few questions to clarify further and determine the exact fit. The order is taken and the transaction completed.

However, there may be times when we are unsure about what we want, we may need more information or perhaps guidance to make the right decision. This is where the sales person moves from being the “order taker” to the “order maker”.  

Read more...

Human nature is such, that when we witness or overhear a conversation, we instinctively make assumptions. We listen to what people said and how they behaved. So, we naturally draw our own conclusions thinking we have the information.

Yet, how often do we stop and consider there may be another perspective? That we may be missing some key facts vital to the story?  That we may have misunderstood what the person actually said?  Or there may be a reason why they behaved the way they did?

Read more...

Frequently, at the beginning of my “Customer Service” training workshops I ask people, if they are likely to speak up and complain when they are unhappy with a product or service?

The answers I get vary greatly ranging from an assertive “absolutely, I am a paying customer” to the person who replies “sometimes, it depends” right through to someone who is very apprehensive to say anything at all.

What concerns me most is when people are afraid to speak up. As buyers, we are spending our hard-earned cash and deserve to be treated well. So, what is it that stops people from expressing how they feel?

Read more...

Despite our desire that life should be a steady upward line towards whatever our goals are, we learn soon enough that it’s far from a straight journey. Whether personally or professionally there are ups and downs along the way, some small and some large.

Resilience is the skill that we need to develop to stop ourselves falling deep into these potholes, to help lift ourselves up over the rim of these craters and continue to move forward.

Read more...

If you have ever felt you are living in a time of great change, now is as good a time as ever for brand leaders to make an impact by standing up for what they believe in. Earlier this month, Gillette made a very brave move when they launched their revolutionary new advertisement “We Believe: The Best Men Can Be”.

Known for their 30-year old strong tagline “The best a man can get”, Gillette wanted to take a fresh look at what it means to be the best and how they may portray these ideals in a modern society. So, they made the bold move, by changing their focus along with their slogan to “The best a man can be”.

Read more...