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How to be a Professional Salesperson.©
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Remember your customer's anniversary.

 

Every spouse knows this rule.   But do you remember your customer’s anniversary?  You should.  In whatever contact management system you use, record the date of your customer’s first purchase.  Then, using the calendar function set a reminder for every year on that date.  Call or send your customer a sincere thank you.

Here is sample for you - “Spencer, last year (or two years, three years or however many years ago) you made your first purchase with us.  I want you to know I haven’t forgotten and I sincerely hope you have gotten great value from <your product>. 

Thank you again and I look forward to providing you with many more years of excellent service.  Please let me know how I can help in any way.”


Sales Homework
– Write your “anniversary” card.  You need several variations because sending the exact same note every year would be unprofessional.

Sales Managers – This is a good but often overlooked part of account management.  Add it to your Sales Playbook.     Read more...

   

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