Recently, one of my clients successfully concluded their biggest deal – around £15 million. Would that seem a reasonably large deal to you? …and for the record, there is a tidy profit margin in there too.
This came about through a simple courtesy call following an enquiry from a marketing offer. The prospect was blown away that my client bothered to call to find out more about them and their needs rather than just wait for an order… or not!
My client won the deal over some stiff competition from bigger companies that offered a cheaper deal…. but nowhere near as good value.
It goes to show that, sometimes, making a personal and professional phone call can make the difference between losing and WINNING!
As Jeffrey Gitomer (Sales guru) says: Serve first, Sell second.
Which prospects could you call and serve today?
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