When you establish a relationship with a customer, you want that relationship to have many levels, not just one layer from one sale.
We all have our sales goals to meet on a weekly, monthly, or quarterly basis. This doesnt mean that once we get a sale out of our customer, that we hurry them out the door and move onto the next one.
Build a relationship with your customer. As you close the deal on your sale, talk to your customer, find out what it is they need and can use that you can provide them with.
People love to talk about themselves, so it shouldnt be too hard to get them talking.
Ask about their job, their family, their pets, their hobbies, etc.
For instance, when I was in banking, working within the branch network and someone came in to open a checking account, I would sit them down at my desk and profile them.
How would I profile them?
I would take down their information and put it into my computer. By doing this I was able to see if this customer was new to our bank or an existing customer.
Now, if they were a new customer, and came in to open a checking account, I could safely assume that their savings account,...
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