WHY IT IS TRUE: For most, if not all salespeople, their livelihood is based on successful ongoing performance in your store. It is one thing to complete the sale and stick the commission in their pocket ... it is quite another to build a strong, enduring relationship.
PLAN OF ACTION: When people close a sale they should always get the customer’s name, address, phone number, and email address for later follow-up. If the customer isn’t going to buy, the salesperson should turn the individual over to another associate, who should also try to get that information. Create a simple form that can be filled in after the sale, which includes space for all the key data (customer’s name, spouse’s name, kids and grandkids’ names, etc.) — David Richardson
This article originally appeared in the February 2016 edition of INSTORE.