1) You have two eyes, two ears and one mouth. Use them in the same proportions.
2) Stop selling and start helping.
3) Remember that you can not start helping until you fully understand the needs of the customer.
4) Return all customer calls in timely fashion. Acknowledge the call even if you do not have the answer and let them know you are working on it.
5) Don't put off facing the music when things are not going as expected.
6) Call in depth, get to know as many people at your customer as you can.
7) Make a habit of doing what your competitor does not like to do.
8) Set objectives for every call you make
9) Make call reports and confirm meeting minutes with your customer
10) Don't conclude a meeting without knowing when the next one is going to take place.
Good selling,
Richard
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