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.