What is Your Competitive Edge?

"Never forget a customer.

Never let a customer forget you."

Companies rarely have a product design or price advantage for very long. Their competitive edge, their only major advantage, lies in the professional manner in which their salespeople deliver distinctive service. Your image in business circles and your community has a direct bearing on your sales performance.

After the sale has closed is the time to remember that prospects who purchased the products and paid for them did so because they had confidence in the sales rep and the service that sales rep would provide. Whether or not that confidence will be maintained and even enhanced depends largely upon the manner in which the sale after the sale is handled. 

Professionalism in selling requires prompt, personal follow-through. As Dr. Mike Mescon says, "Good or bad, right or wrong, clients are most likely to recall the last - not the first - experience. They remember the end of the story, not the beginning. Clients want consistent service from start to finish." As a professional, you want to deliver consistent service and achieve customer satisfaction. 

Make certain prospects know they will get more from you in the way of service than they expect. Make certain they get more than they pay for. And make certain they get more in the way of service and information from you than they can possibly get from your competitors. 

We believe that as a professional salesperson, you will be judged as much by the customers you keep as by the sales you make.

The basic principle is: Never forget a customer. Never let a customer forget you.