Follow-up -> by maintaining
contact with a customer (or
prospect) in order to evaluate
the effectiveness of the product
and the satisfaction of the
customer is the answer.
Words Of Sales Wisdom
Before: Main Goal = Sell
First, what is a proverb?
-It is a short, wise, easy-to-learn saying that
calls a person to think and act.
-Customer choice between suppliers has never
-You lose X percent of sales or customer per
-People do not care how much you know until
they know how much you care.
-You do business with the one you trust and you
trust the one you know.
-80 percent of your profits comes from about 20
percent of your customers.
-Obtaining new customers and selling more
• Carefully examine the
merchandise you have sold
to see if it is old, out-of-
date, or unusable due to
damage. If these defects
exist, the salesperson
should cheerfully return
the merchandise following
Reasons for Dissatisfaction
• The product delivered is a different size,
color, or model than the one ordered.
• The quantity delivered is less than the
• Product does not arrive by the specified
• Discounts agreed are not rendered.
• The product does not have a feature that
the customer believed it would.
• The product is not of the specified grade
• Many academic and industry
people say yes and the book
says that the salesperson puts
the interest of the customers
• Always is the keyword in the
phrase. It means that the
customer is right all the time
• It is not true because there are
cases when customers could
ask salespeople to act
- Be truthful and follow through on w
hat you tell the customer.
- Maintain an intimate knowledge of yo
ur firm, its products, and your industry
. Participate in your company’s sales tr
aining and take continuing edu- cation co
- Speak well of others, including your
company and competitors.
- Keep customer information confidenti
al; maintain a professional relationshi
p with each account.
- Never take advantage of a customer b
-Willingness to go to bat for the buye
r within the supplier’s form
-Thoroughness and follow-through aft
er the sale
-Knowledge of the firm’s product line
-Market knowledge and willingness to
“keep the buyer posted”
-Imagination in applying one’s products
to the buyer’s needs
-Knowledge of the buyer’s product lin
-Preparation for sales calls