One of the basic premises in the Smarter Selling Program is the approach that salespeople take when they first come into contact with a customer.
For some (the “dumb” ones), they just look at that customer as another “unit” or “transaction”.
Smart Sellers will look at the potential client a little more closely. Here are some questions to ask yourself:
- Is this person in my target market?
- Was this person referred to me by someone else?
- Do they seem like someone who would refer me if they had a positive experience with me?
- Am I connecting with them?
If you answer yes to any of these questions, this could be a great customer not only for this transaction, but for the long term. Make the effort to spend some time with this person and build a relationship that will last into the future.
I look forward to your comments!
