Customer Service Training TIps

Sell to the Top

When introducing your products or services to a new company it makes sense to start at the top. Entering an organization lower on the org chart gets you in front of several people with the authority to say, ‘no’, but few with the authority to say, “yes”. In his book, “Selling to the Top”, David Peoples shares a great question for determining your customer’s buying authority. Next time simply ask, “Will you be making a recommendation or giving the final go ahead?” It’s diplomatic and gets you more information about who you’ll need to involve in the final proposal/presentation.

 Jeff Mowatt is a customer service strategist, award-winning speaker, and bestselling author.   For more tips, training tools or to inquire about engaging Jeff for your team visit


Today’s chuckle:

It’s lonely at the top, but you eat better.


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