Tuesday, April 27, 2010

Sin # 6

Mistake Number 6: You spend every moment servicing customers when some of the time you should be selling them.

Servicing and selling are two different tasks. Servicing focuses on current projects while selling looks for future business. What questions do you ask when you’re servicing an account? What questions do you ask prospects to get new business? They’re different, right? At least once a month, plan a sales call with current customers. Learn about new sources of pain. Discuss the customer’s goals. Don’t make the mistake of thinking that servicing and selling are synonyms because they’re not.

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