Archive for May 2014

Most salespeople I know like repeat business, but very few of them put in the effort to make that happen. Even sales veterans are guilty of dropping the ball once the first sale is complete and moving on to the next prospect.

Obviously, you’ve always got to work at bringing in new clients, but taking your existing clients for granted and not maintaining those relationships is a surefire way to make your first sale with them you’re only sale with them.

It takes a lot of work to get to the point that you’re sitting down to meet with a potential client or even scheduling that meeting in the first place. Discovering the prospect, networking towards them, getting an introduction – all these things take a lot of time and effort.

But if we’re not careful, we can blow the sale and waste all that work before we’ve even had a chance to explain what we’re selling.