BASICS OF SALES

Many salespeople miss a valuable resource which they have at their disposal and it is right in front of them. Making “user calls” to their present customers. Failing to make “user calls” limits your sales because you limit the customer's ability to step up their purchases.

After the sale a follow up call is mandatory. You must make sure that the customer got what he was sold, that the shipping method, terms, and all else were carried out correctly. This not only saves you time in the future but builds up a vast amount of good will and shows the customer your attention to detail and that you are dependable. You can also gain quite a number of advantages from making “user calls”.

The amount of goodwill is inestimable both from the company and the employees using the product.
You can correct any dissatisfaction before it has a chance to fester and spread.
You are planting a seed for repeat business without going through the steps of further selling.
You can see how your product is used and make sure it is used correctly.
Proper use of a product is essential to it's success. A little adjustment, a bit of explanation here and there can work wonders and once again save you massive headaches.

This is a great way to start to correct any any problems that may arise. This is also a good time to address any previous problems that may have slipped through the cracks. Doing this also nips any chance of resentment or hostility from forming. Your building good will and laying the foundation for future sales. You can also garner information on additional customer needs and what you have that can satisfy those needs.

Plan your user calls at regular intervals and always be mindful of the benefits of staying current with customers. How and when you make these calls depends on what is necessary and your knowledge of the account. Although this is a service call and not a sales call, repeat business will always come as a result of making “user calls”.

Thank you
Joe D'Ambra
www.basicsofsales.com
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