re: OFFICIAL: Sales Professionals Strategy and Discussion Thread

I sell a product that manufacturers use to make a product that they sell in both the wholesale and retail markets. Having knowledge of those markets and the producers in them is very important. Sharing that knowledge is what makes me indispensable. They can get my product from a number of vendors, but can they get the info I share...not usually.

I follow up every visit with a letter, thanking them for their time and business. In addition, i follow up every visit with an e-mail detailing our conversation and next steps we have agreed on.

After many successful years using these simple steps, I usually average 12-15 customer visits a week and only 2-3 prospect visits a week. Keeping current profitable business is much more important than generating new, usually not as profitable business.