Sales Philosophy #10 – Never step over a dollar to pick up a dime, unless you’re pretty sure it’s a rare coin.
Concentrate on the largest, most important, active accounts. Spend the greatest percentage of your time on those accounts. Remember the 80/20 rule.
You should maintain a list of your Top 20 accounts. Work those accounts. Learn what we need to know about each of those companies, and learn as much as you can about your contacts within those companies! Work hard on those “dollars”
All businesses lose a certain percentage of customers every year. You need to minimize those losses.
The difference between the success you are enjoying this year and exceeding goals beyond your wildest expectations rests with the list of companies who are no longer doing business with you. If you had a meaningful number of those companies back, think about where you would be! Those would be classified as “rare coins,” and you need to work to get those companies back
Let’s take especially good care of our active customers. And let’s focus on keeping those customers active!