Fret-Free Tele-Selling for the Reluctant Rep
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prefix – to ensure there are no last minute wobbles. And to re-seal the deal if necessary.
In the same way, you should always go back to the customer a few months later, to confirm they’re still happy with their purchase. The point then is not to try to sell them anything; it’s to demonstrate your commitment to their ongoing satisfaction. Why this uncharacteristic display of altruism?
Simple. It’s ten times easier – not to say cheaper – to resell to an existing satisfied customer, than it is to find and convert a new prospect. So do everything in your power to keep your client base happy. You’ll be looking for repeat and upgrade sales, and new referrals, from them later on.
PROMISE HIGH, DELIVER HIGHER
In any commercial situation, it’s always better to under claim. Take this scenario:
The customer would like to
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