Thoughtful Thursdays – Maximize sales at every customer
As we reach the mid-point of the calendar year and enter into the summer months it is a good time to conduct customer reviews.
Part of that review includes answering the question: “Are customers buying as much from me as they could be?”
Today’s sales thought is about ways to maximize sales at your existing customers.
Identifying new opportunities at existing customers would seem to be a natural part of an on going sales process, however it is often overlooked. There can be an unrealistic expectation that the customer will ask you what else you have to offer. It is up to you to continue to ask the questions and uncover the opportunities.
First, ask yourself as few questions:
- When was the last time you had a tour of your customers facilities and had a good look around? Many times opportunities are found by observation.
- Do you know if you are receiving all the business? If you are not, there may be an opportunity right there.
- Are you bringing or identifying new opportunities to your customers? More business for your customer can mean more business for you.
- Are you calling on all the influencers and decision makers?
Things working in your favour:
- Relationships are already established
- Accounts are set up for transactions to take place
- The customer is comfortable working with you
- People buy from people they like
Many professional sales people say that selling more to your existing customers is the easiest way to grow sales. So why not explore the easy way?
Make a habit of maximizing sales at every customer.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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