More reasons why salespeople
should make arrangements to collect their money from customers:
1. You build deeper communication. The truth combined with open communication will deepen the relationship — and the customers respect for you.
2. You have a better understanding of your customers business. By getting into their payment process, new aspects of the customers operation will become apparent.
3. You get a chance to build relationships with other people in the company. You will have a wider relationship chain (know more people in case your main contact leaves or changes jobs).
3.5 You sometimes get the joy of picking up a check. What better joy is there in sales?
Jeffrey Gitomer, author of The Sales Bible, and The Little Red Book of Selling. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts internet training programs on selling and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com
c 2005 All Rights Reserved – Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer 704/333-1112
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