Have you learned something new?

There is always something new you can learn about your customers, whether they are newly acquired or long-term accounts.

Use each sales call as an opportunity to be teachable. It’s amazing how customers change! Unless you maintain up-to-date knowledge about them, you will soon find they’ve changed and you haven’t.

After each sales call, ask yourself what you learned about the customer and, of course, make sure you record it in your customer profile.