A mistake that many sales professionals make is that they are shortsighted when it comes to evaluating their customers.
With the blame pointing toward a tough economy, too many sales people try to rush the sale to fatten their wallets… prematurely, I might add.
Try becoming the exception by seeing new customers as the potential annuity they truly represent.
Anybody can sell anything once to anybody. It takes skill and a good product to sell a second time to the same person. It takes real talent to pull off a third time sale.
If you want your future to change for the better, start looking at first time buyers as potential third-time customers.
Treating first-time customers like they are third-timers will result in many more third-timers.
Think value. Think lifetime. Think lifetime value.
Mike Marchev has lots more to share with you. Email him today to receive a Special Report titled, “THE BEST ADVICE I EVER GAVE TRAVEL PROFESSIONALS” at firstname.lastname@example.org Be sure to write the word “advice” in the subject box, and while you’re at it, include what you enjoy about reading Mike’s column.