SELL MORE TO EXISTING CUSTOMERS

If you call the same customers regularly, you're probably getting most of your business from a small number of accounts.

And, unless you're adding new accounts or growing your smaller ones, the math states that eventually some of those big accounts will get smaller and/or leave, therefore resulting in a loss of business for you. Therefore, you should make it a goal to get more business from all of your accounts. It's typical for reps to get comfortable with accounts who buy regularly and call in with their regular order. They know you as the company they get X from, and you know them as the company that buys X from you. However, they're probably buying many of the same things you sell, from a competitor. Here's an easy way to build business with these types. Make it a goal that every time you speak with them you will find out more about them. Ask more questions about what they use, how, where they buy from, what their requirements are... and then make a recommendation and ask for the sale. They might not have realized you also sell Y and Z. Do this consistently and your sales will soar.

Go and have your best week ever!

Art

Reprinted with permission from Art Sobczak's "TelE-Sales Hot Tips of the Week."
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