Your customers are not bowling pins waiting to be knocked over, they are customers waiting for you to open up a relationship with them. Too often, salespeople see customers as nothing more than a barrier to blow through to earn their commission. This is the reason why I actually don’t like the term “closing” a sale. I prefer to say we are “opening” a relationship.
Let’s all admit, we love to close a sale. The only thing better than closing a sale is closing one fast and easily. If you’re in sales, you know that this is the key to success; however, there’s an issue with this mentality. The issue is that if you begin thinking that every sale is just another “close,” we forget about the sale’s value and the impact it can have in creating many more sales in the future.
When you make a sale, are you programmed
