Weve all seen it. Julia Roberts is shopping on Rodeo Drive. Shes dressed in her professional gear and gets that infamous attitude from the saleswomen. And of course, were all cheering when she stops back by the store in her newly purchased couture, arms laden with shopping bags and delivers my favorite line of all time. You work on commission right? Big mistake, huge!
We all love to watch that scene and feel like we identify with Julia. However, I am going to admit something here. I think that, whether were willing to admit it or not, all of us in sales have been guilty of this crime. I know this is extremely politically incorrect, but come on now. The minute we encounter a customer, we form some sort of split second judgment as to what kind of client they are.
The problem does not lie in that initial judgment (even though its most likely completely wrong!). The problem is born the minute we allow ourselves to act based on that initial opinion.
The single most powerful sales and marketing tool we have is word of mouth from past and current clients. By the same token, the fastest way to lose business is for one person to have a negative experience with...
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