To win sale after sale from the same customer, you must do more than good work. You must associate yourself with the winning solution and show that you’re special.
When people buy from you they expect good results. So when they get what they paid for, it’s really nothing special. Therefore, when it’s time to buy again, those same people will consider you because you delivered. But they won’t necessarily buy from you, because again, it wasn’t anything special.
On the other hand, if there was a problem of any sort, you’re remembered as a problem, even if you corrected it. Consequently when it’s time to buy again your chances are slim.
So why is it that good doesn’t guarantee the upside, whereas bad pretty much cements the downside? It’s all about PR.
This is why it’s critical to get-to the top people to associate yourself with the success.
This means .... C-Level Relationship Selling – Good Work Won’t Win the Next Sale
Read and learn how.
Good Selling
I totaly agree with you, good work won’t win the next sale. One thing I learned before I became a bestselling author and long before Inc Magazine voted my company as one of the fastest growing companies is to win sale after sale from the same customer, you must do more than good work.
Posted by: Daniel Milstein | January 06, 2012 at 11:15 AM