Long Term Customers With New Needs
Most sales people have experienced that moment when a customer says, “Oh, you have that? I just ordered one from someone else!” Often this happens because we have failed to continue to treat existing customers as prospects.
Even with a reliable customer, we may miss opportunities when our product line or their responsibilities change.
On every call be sure to:
- Find out what’s changed for them since you spoke last
- Alert them to any changes in your product line or services
- Make sure they have your latest catalog or product list
- Go back and ask again, “I know you said you don’t need _____, has anything changed since we last spoke about that?”
Even our most loyal customers won’t buy from us unless they know we can fulfill a need when they need it fulfilled, and they don’t have our catalog memorized.
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