Commandment 10: Don’t stop at the close of the sale
Persistence and follow through are key virtues in selling success. In my book Red-Hot Customers, How to Get Them, How to Keep Them, one of the topics reviewed is the six ways to add value to your customer’s business. The six ways to add value are business know-how, supply-chain optimization, operational support, ease of doing business, organizational strength, and product/service design.
One of the six ways to add value to your product or service is through the stability of your organization. In other words, if you are buying a complex (and expensive) product or service from an organization, is it of value to you that the organization survive for the life of the product in order to honor its ...
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