How does the future look for growing your sales volume? Are you chasing the best value customers? Do you look for the “easy win” and move on? Or do you create customers for life?
Grow Sales Volume Intentionally
Great salespeople look for new customers having characteristics similar to their best customers. The goal is to develop mutually beneficial long-term relationships and create customers for life. Even if you are in a “one call close” business, the best prospects have needs and resources to meet the needs similar to your best customers. And, in my experience, there are very few “one-and-done” transactions for professional salespeople. Customers may make large purchases like homes and cars infrequently but they will buy again. In the meantime they have friends, family and colleagues who can be referred to the great salespeople….