from a recent email:
Daily Sales Tip: Show Them You Care
The sales relationships that were your strongest last year and the year before may not be your strongest right now due to a host of economic circumstances that have occurred.
Think about what it was that you used to do for them or with them to make sure that they knew you cared. Are you still doing those things? Are you still as connected as you were?
One of the worst things that you can do to any sales relationship is to "go dark" when the orders slow down or dry up. Remember that the pendulum swings both ways and when things turn around for those that you ignored, don't be surprised if they give you similar treatment.
Source: Sales coach/trainer Gerry Layo (www.gerrylayo.com)
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