Selling For Keeps

When you are in sales and you come across a customer, you don't want to think of that customer as someone you can only make one sale to, you want to think of them as someone you can make several sales to.

I can remember not to long ago when I was in Banking working as a branch manager, when I would meet with my staff every Monday morning to go over their individual weekly goals.

I must say that they were very good sales people, but unfortunately their focus was on getting that one sale to meet their individual goal, instead of focusing in on the complete package.

By the complete package I mean, getting all of the customers business. I'm not saying that you should get all of the customers business in one sitting, but at least ask some probing questions so that you may compare your products and pricing to their existing ones.

When you are dealing with a customer, you don't want to treat them as a statistic, rather, you want to treat them as a person, use their name frequently during your sales session. You don't want to make the sale, than hurry them out the door like cattle.

Always make your customer aware of ongoing promotions and new products that you have available, or, if you have upgraded a product that they currently have, you might ask if they would like to consider the upgrade.

When a customer walks into your office, or calls you on the telephone, greet them with a smile, be enthusiastic, and greet them by name. Make your customer feel welcome. This will keep them coming back. When a customer is in your office, in your surroundings, you want them to feel comfortable, so do your best to make them feel that way. Treat them as if they were a guest in your home.

When a sales person sells for keeps, they are selling to ensure that one day they will have all of their customer's business and not leave it to their competition.

When you first come in contact with a customer, don't hold anything back. Don't concentrate on making one sale to satisfy your goal. Think of the big picture. You want all of their business.

Smile, use their name, listen to them intently as they ask their questions and address any concerns that they may have. Ask questions about their life, their work, and their families. Get to know them and what their needs are.

Once you know their needs, you can than begin to sell them your products that fit their needs.

Always make your customers aware of all the products you have to offer, let them know your hours of operation, give them your cellular phone number, let them know what your availability is. Leave them by telling them that if they ever need anything else, to come in or call and to ask for you personally.

These small gestures alone will give your customer a comfort level with you, which in the long term will keep them coming back. In time you will manage to have all of their business, so the next time you sell something, sell for keeps.

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.

---

Selling Strategy - 5 Ways To Success

Web sites exist for essentially two purposes. The first is... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

Tapping The Potential Of Your Customers

Business owners of long standing know the cardinal rule "take... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

Can Barter Help Increase Cash Sales and Visability for Your Small Business?

Barter is becoming an increasingly popular method of commerce. The... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

10 Amazing Product Selling Formulas

1. Sell your products at a wholesale price to retail... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep... Read More

Selling -abilities : Part 2

In the last article... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

The Allure of Antique Store Fixtures

They say if you wait long enough, a style you... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

How to Revive a Dead Lead

It's easy to spend days, weeks, or months speaking with... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if... Read More

Improve Your Sales Closing Ratio

Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More