Mike’s 8 Simple Rules For Repeat Sales

I recently started training a new salesman for one of our larger offices.

It brought to mind the fact that I’ve seen a gazillion salesmen come and go thru the years.

The reasons that were given for all the ones that left were varied, but I believe it was because they never really caught on to the real function of their position.

To make repeat sales. You might get lucky and sell a customer once, but to sell him over and over takes a real salesman.

By taking better care of the customer than your competition does. The old adage is true, if you ain’t the lead-dog, the view never changes.

1. Give them what they asked for - close doesn’t count, exact does. Not once, every time.
2. Deliver quality – don’t bother delivering inferior product.
3. Don’t oversell them - convincing them to take a chance on selling two years worth of product in one years time is the fast lane to being a one-time supplier.
4. Become a valued team member – go above and beyond or don’t go.
5. Keep them informed – let them know about delays, pricing issues and potential problems well in advance of the rumor mongers ( your competition ).
6. Tell the truth - don’t become overly enthusiastic and stretch the truth. Even if it costs you the sale.
7. Show appreciation for past sales - in my industry it’s nice golf courses, 2 hour lunches and leisurely steak dinners.
8. Show interest – either you invest your time thinking about their company and how you can help them or your competitor will.

Looks like a daunting task, doesn’t it ? The truth is, it’s only about 1% more effort than you’re already giving. 

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