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Mike Marchev
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Lifetime Value

January 17, 2010 Selling Skills

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.

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1 Comment

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  • Cindy Zimmermann
    · Reply

    September 10, 2010 at 4:56 PM

    Imagine my delight in receiving your e-mail this morning encouraging me to “handwrite” a note to someone!! Way to go Mike!! I think you should be more forthcoming in your “pitchfork” story! Have a great day! Your friend, Cindy

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