When you establish a relationship with a customer, you want that relationship to have many levels, not just one layer from one sale. We all have our sales goals to meet on a weekly, monthly, or quarterly basis. This does not mean that once we get a sale out of our customer, that we hurry them out the door and move onto the next one. Build a relationship with your customer. As you close the deal on your sale, talk to your customer, find out what it is they need and can use that to find out what help you can provide them with. People love to talk about themselves, so it should not be too hard to get them talking. Ask about their job, their family, their pets, their hobbies, etc.
Find out what they do. Once you have figured this out, offer to explain the benefits and features of products you have that you believe would be good for them. Make notes of the conversations you have with your customers, then follow up with them to talk about the products you had discussed. Prospecting is simply finding out what a customer needs that they do not have. Once you have established what their needs are, the rest will come relatively easy.
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