Sales Through Service 5


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Part 5 in a series of articles from Sales Through Service: How to make customers want to buy again and again and again (because you’re so ‘great’!) by Guy Arnold


Issue Number 3 – People not having enough time to work on their business because they are so busy working in their business.

This is a huge issue today (which is of course surprising, bearing in mind how many time saving devices we have at our disposal!), but there is so much information produced today, that filtering it all to get the wheat separated from the chaff, is a job in itself.

People tend to be too busy doing:

  • Command and control management.
  • Ineffective communication.
  • Managing problems.
  • Reacting to unexpected issues.

So many people are so busy in their roles that they can’t find time to step back from the day to day and work on the truly important things, and so their business starts to suffer and they start to become uncompetitive and therefore busier and busier … and more and more stressed.

This is a huge issue in itself and many books have been written on this subject. But, the answer lies as ever, in simplicity: if you have a clear customer focused mission, if your processes are aligned around your internal and external customers’ real needs, if you continually go the extra inch and hold your ‘go the extra inch sessions’, if you have clear measures and everyone is clear about how their own measures are aligned with the overall measures, then everyone will be clear on what they need to do.

Then what the Management have to do is, hold them accountable using win, win agreements, regular reviews and strategy sessions.


Next time: Issue Number 4 – Dealing with challenges well

Republished with author's permission from original post.

Guy Arnold
Guy is the author of 'Great or Poor' ( ) … a simple and effective system for delivery of consistent and continually improving customer experiences, 'Go the Extra Inch' the effective way to empower your people, and 'Sales through Service' ( ) how to sell more through repeat business, referrals, round sales and reputation (the 4 R's). Guy helps Organisations large and small to systematically make more sales for lower costs, through 4 simple principles.


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