Do you act differently with your prospects than you do with your
Put yourself in their shoes.
What if you act one way during their buying cycle and another
way after they’ve given you their money and their confidence?
During the buying cycle you’re calling every day, bringing
gifts and getting your prospects all the resources they need.
Don’t stop doing those things.
You probably don’t have to call as often because there won’t
be as many details to cover.
However, while there may be fewer calls, your calls should
still deliver the same amount of value to your customer.
This approach is simply good business because:
your existing customers to buy additional products and services from
them to tell other prospects how good you were
after the sale.
You cannot be one type of person before the sale and another type of
sales person after the sale and have a profitable, long-term career
– Look at your customer list and make sure you’re treating your
current customers the way you’re treating your prospects.
List three things you can do this week to enhance your
existing customer relationships.
– Coach your sales reps to raise their game to this level of