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HOW PERSONAL ARE YOU WITH YOUR
What's that? You've been at the job a long
time? You really know your customers? OK, let's do a little quiz. AND, let's
choose those customers that buy infrequently, but "can buy more from
you". Do you know who the real decision-maker is? Do you know what he or
she does for a hobby? How's about something...anything about their family? Or
how's about whether they drink coffee and like a donut once in a while.
If you're a beginner salesperson, or a pro who
needs a refresher, read the following story I read in a dealer publication
"Russ my company rep and I, on the way
from New York to Rhode Island, stopped along the way. He went into a bakery and
purchased a big box of pastries. When we got to the customer's office, Russ
entered and greeted each person by name. He had in the box the exact pastry
that each person in that room loved. They greeted him like a favorite uncle. I
learned years later that Russ kept a handwritten map of every office he had
ever visited, the name of each person at each desk, along with all sorts of
personal details including his or her pastry preference. He told me once....
"I can't remember everything, so I commit it to paper and refer to it
before each meeting." So, let's go back to my initial thought... how much
about your customers do you know? Oh I almost forgot to mention. Russ lived in
a home that was more like a palace on a 25 acre park-like, well groomed estate.
NO! He didn't inherit it all. He instinctively was a people-to-people guy who
developed a tie with his customers that obviously couldn't be broken.
By the way.... we've had a nice response to the
advertising we're doing to promote the Global Dealer Summit co-Sponsored With
Graph Expo /// Chicago. Register for no-charge seminars
...AND don't forget to grab your free passes to the Graph Expo show