Wednesday, May 26, 2010

Mistake Number 8

Mistake Number 8: You spend every moment servicing customers when 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 and talk to current customers. Learn about new sources of pain. Discuss goals. Don’t make the mistake of thinking that servicing and selling are synonyms because they’re not.

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