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TAKE ACTION Clients Can Work For You.(LEADERS & SUCCESS)(IBD'S 10 SECRETS TO SUCCESS)
Byline: Cord Cooper
3 You're a salesperson who wants to boost your influence and bottom line.
One of the best ways? Turn customers into sales tools. Convert them into "unassailable references," advised sales trainer Dave Stein.
Once you've closed a deal -- and built a bond with the client -- you've "laid the groundwork for the next deal and the one after that," Stein wrote in "How Winners Sell."
By delivering on promises and earning customers' respect, you take a giant leap toward converting customers into salespeople who will take your message to others.
Developing good references takes steady "care and feeding," Stein explained. Following a few tips, he says, can convert clients into motivated apostles.
- Stay visible. If your company insists you sign new customers over to a post-sales team, be sure to "detour a bit from that structure," Stein advised. "Stay connected with your candidate reference. Call him regularly, sit in on occasional meetings, stop by just to say hello."
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