EXAMPLE
February 2000: Remove Redundancy
Excerpts in the table below are from the article "Finding More Business", one
of 46 business and craft articles readers find at http://www.sellingselling.com/.
Choose and place words and phrases carefully to generate new and repeat business.
Alan J. Zell is nationally recognized for his expertise in advising businesses,
services, educational, governmental and organizational entities. Mr. Zell has 28 years of
experience in every phase of the retail trade and serves on many boards and committees in
Portland, Oregon.
Original |
Revised |
| Customers in both
these categories have many things in common –their buying situations. |
Both categories
of customers share similar buying situations. |
| By concentrating
only on the current task and not trying to ascertain if there are products or services to
go with their other buying situations is closing the door on possible second sales. |
Concentrating
only on meeting the immediate need without identifying other needs closes the door on
possible second sales. |
| So, while taking
care of the current project, if listening closely, the door may be open for either add-on
or repeat sales. |
Meeting the
current need often opens the door to additional or repeat sales. |
| The road to getting
more second sales is when everyone in the firm says through their actions and efforts to
New Customers, Current Customers, Past Customers, Current Users of a Particular
Product/Service, Researched Leads and Prospects, "What Do You Need Me To Be?" |
The road that leads
to more second sales is the road your customers walk. |
|