Let’s talk about “LOST” and I am not talking about the widely popular television show that just recently concluded on ABC. I am talking about your lost customers. It all starts with that phone call to unsold customers.
“Hi Jeff this is Jerry with… oh you did, what did you buy?”
How many times have we all heard that conversation? We then conclude with, “Well if you’re ever in the market again please give me a call…” and off to our CRM we go to mark that customer as “LOST!”
We’ve all heard our managers say over-an- over a thousand times, “keep selling until they buy or die.” Well the person who came up with that saying is an idiot! It should be, “keep selling until they die.” The average person will spend over $300K on automobiles in their lifetime. Big deal, you missed out on a sale this time around. A true salesperson will figure out how to win their business the next time around. If you treat them like a customer they may in fact become a customer.
So how are you going to win their business?
About the Author
Jerry Thibeau is a sales trainer and the President of Phone-up Ninjas. His company focuses on helping dealerships around the world increase sales by teaching automotive professionals the proper techniques for scheduling more appointments with phone and Internet customers.
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Stephen Buhrmaster
June 15th, 2010
Excellent Post Jerry!
Tom White Jr
June 15th, 2010
Brilliant!!!
Until Death Do Us Part; we will follow up, prospect, touch base, and keep our name in front…
Tracy
June 23rd, 2010
Fantastic article! The timeline you have listed is perfect. http://www.fullcirclesolutions.com/blog/opportunities-lost%E2%80%A6but-then-found/
Patrick O
June 25th, 2010
This article is oh so true, thank you Jerry! Sitting right next to me is a training manual we hand out to our guys. The intro we have on the first page sums it up pretty well:
Less than 5% of sales consultants will do what it takes to INSURE themselves 20 units a month.
95% of all sales consultants spend 95% of their time concentrating on the one area they can’t do anything about!