The Executive Club

Alan Prefer
Director of Business Development at Calence

Greater New York City Area

When was the last time that you called up a client and thanked them for an order?

I have been in sales many years and when I first went into sales, I had some excellent mentors.  I would often ask them how I could ever pay them back.  Their reply was simple, “Sales is a lost art, pass on the skills”   I have never forgotten this and I always attempt to pass on my skills.  Everything that I say, may sound like a cliché but in reality, it’s a way of life when you are a professional sales person.

Sales is an art, a professional set of skills.  If you are a professional salesperson, you will know and understand exactly what I am saying.  TREAT every client the way that you would like to be treated.

There are order takers and order makers.  Order takers sit by their phone going, “Ring, ring, please ring” while order makers are calling their clients to chat and just to say, “Hi, what’s new?”

Sales people are always so concerned about, “the next big deal” that they forget their everyday business and as a result, many of them fail.  Every order is an order and no matter how small, it’s a chance to shine in the clients eyes.  Problems aren’t bad; they are a chance to show how good you are.

It isn’t difficult to get a new client, it’s difficult to keep them.  If you keep putting new clients into your left pocket and you aren’t taking care of your old clients, you have a net gain of ZERO.

If what I am saying makes sense, let me know, there are always more thoughts and ideas.