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.