The Best Prospects in the World
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Customers.
I urge you to identify the 20% of your Customers that give you 80% of your Business. Then start tailor making a separate Presentation for each one based on their Buying habits and Needs. Please stop calling them and saying something stupid like “Hi, do you need anything this month?” or “Have you made a decision yet?” You’ll be amazed at the results because a good benchmark is that you’ll increase their normal Order size by 10 to 20%.
[3] Former Customers.
Whenever your Company looses a Customer to the Competition, please find out why. Instead of calling as another Salesperson, try saying that you’re with the Customer Relations Department. This will immediately lower their Defense Barriers. Then by showing a sincere interest in them and their concerns, the odds are they will tell you why they no longer
