Category: Sales Tips

call center customer service
Posted by: George Simons, October 24, 2012

Is B2B for Me?

We know customers. The majority of the interactions we make are B2C (business-to-consumer). Although we’re comfortable and confident with that type of business, GCS has the skill set and knowledge to handle multiple verticals. B2B (business-to-business) contact center environments differ from the traditional B2C side of customer interactions. Both focus on relationship management, but B2B

soft skills training
Posted by: George Simons, October 18, 2012

Credit Card Growth Case Study

Building a Relationship to Spur Long-Term Success in Credit Card Sales Over the years, we have had the opportunity to service our clients and exceed their expectations, even beyond what they originally anticipated. One example comes from a large US bank, seeking assistance with credit card acquisition and fulfillment. Several years ago the client sought

 Information from Openforum.com, originally posted on June 13, 2012 According to American Express’ own blog, Open Forum, here are 9 tips on how you can get better at selling to the customer: Treat every call like an experiment. Doing this can help you visualize the results and execute the call more successfully. Disregard the skills

contact center outsourcing

Long held sales advice was, “Know the FEATURES, but sell the BENEFIT.” The thought was while good selling skills require strong product knowledge of features, what people buy is the benefit the product or service brings to them. That is a good start, but don’t forget the ADVANTAGE provided by the benefit. The advantage is

Posted by: Bucky Cline, June 12, 2012

WII-FM…What’s In It For Me?

  If you break it down, every decision you make every day is guided by the question “What’s in it for me?” The answer is not always about what you will get, but about how you will feel. This is one reason sales people talk about selling benefits and advantages as opposed to features.  Benefits

fix your call center

In our business, we have direct sales people to develop relationships with companies that outsource contact center programs. Yet they can’t cover the universe. That’s why we invite business brokers, consultants and others to introduce us to qualified prospects or projects. When there is a good business fit, all parties benefit and the commission or

Posted by: Greg Alcorn, February 17, 2012

6 Degrees of Kevin Bacon

Everybody is connected to the actor, Kevin Bacon. You may be familiar with the “six degrees of separation” theory that says it takes just six personal associations to reach anyone in the United States. For example, I know someone, who knows someone I don’t know, who knows someone else, who knows someone, who knows Kevin

Posted by: Bucky Cline, April 15, 2011

Conviction is Key

One of our chapters in our Presentation Consistency Initiative is Product Conviction.  Here is an article by Zig Ziglar about the importance of Product Conviction. The late Mary Crowley frequently commented that one person with a conviction would do more than a hundred who only had an interest.  Commitment is the key to staying the