2 Seasons

All Episodes

Season 2 | Episode 1

with Scott McKain

Welcome to Season 2 of PROJECT DISTINCT podcast! 

Season 2, Episode 1    |    09:13 min

Most Recent Podcasts:

S2 E136: Encore Episode – The primary problem with customer journey maps

Creating a “customer journey map” is all the rage among customer experience professionals. And, whether you work for a large organization — or you’re a solopreneur working out of a back bedroom — you need to work on enhancing the experience that your customer has at every touchpoint with you.  However, there is a singular problem with this approach that goes against the grain of the relationships we desire with our clients — and that’s the topic of today’s episode. Scott McKain will reveal the basic problem that’s wrong with the customer journey map.

S2 E135: Encore Episode – Give them the pickle!

When Scott McKain and friends visited a winery in Hunter Valley, Australia, they were denied the chance to sample one of the wines on the vineyard’s menu because they were told, “We aren’t tasting reds today.” As they left without purchasing any of the wines they were selling, Scott was reminded of the great customer service story from Bob Farrell of the old Farrell’s Ice Cream Parlours: “Give ’em the pickle!” That powerful story is at the center of today’s episode of Project Distinct.

S2 E134: Clarity is difficult!

It’s hard to think of a differentiated or distinctive organization — or professional — who is what Zig Ziglar called a “wandering generality.”  In other words, one of the first steps you must take to stand out from your competition is a focus on what sets you apart.  It’s having CLARITY on who you are and what you mean to customers.  On today’s PROJECT DISTINCT, Scott McKain will help us understand the importance of clarity and how to attain it.

S2 E133: Encore Episode – Sales training in changing times

The statistic caught Scott McKain’s eyes: “53% of sales professionals had not been to any type of sales training for five years!” In today’s Project Distinct, Scott looks at the importance of sales training — and how it has to change in the rapidly evolving world of selling. The movement from subscription to transaction means that sales professionals need training more than ever before. Yet, few look for what they really need — and scant organizations provide it. Today is a controversial and compelling edition of Project Distinct!

S2 E132: More on handling the price objection

After yesterday’s PROJECT DISTINCT, it’s obvious that listeners wanted more info on dealing with price objections in these competitive times. Today, Scott McKain offers more ideas and strategies on how to deal with customers who insist they can buy it cheaper than what you and your organization are offering.

S2 E131: Handling the “I can buy it cheaper” price objection

At yesterday’s seminar in Tasmania, a participant asked Scott McKain what they should do when a competitor says, “Go out and get the best prices and I’ll beat anything by $500.” Handling the price objection is never easy — but, we can improve our averages in closing. Understanding the important role that distinction plays in getting customers to spend more is absolutely critical — and the topic of today’s PROJECT DISTINCT.

S2 E130: Examples of how companies deliver great customer experiences

No employee — or the organization they work for — starts a day thinking, “Another chance to deliver lousy service to our customers!” However, many do. Today’s PROJECT DISTINCT takes a look at several organizations in varied industries and examines the specific steps they take to deliver distinctive service. And, NONE of these are expensive — they’re all steps YOU can take, no matter what you do!

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