Home
Introducing Our Firm
Seven Habits
Articles
Book Reviews
Business FAQ
Need Help?
Other Websites

Find us on Facebook
Follow me on Twitter
Connect on LinkedIn
Connect on Google+


Better Business Idea #40

Next!

© 2000 by Michael C. Gray

August 30, 2000


A few years ago, I learned an attitude or visualization that I found very helpful in selling situations.

Just visualize having a line of customers waiting to be served. You do the best you can with the person you are serving now. He or she either buys or does not buy. He or she may be satisfied or not, happy or not, but you did the best you could, and he or she is on his or her way. Now you serve the next person in line.

"Next!"

Although you don't want to be lazy in serving the current customer, recognize that you can't win them all and the next customer deserves to be served by you at your best.

"Next!"

An advantage of using marketing techniques to establish a continuous stream of new and repeat customers is your life doesn't depend on this sale, so you can relax and not beat yourself up if it doesn't work out.

"Next!"

When you are not desperate to make this sale, the customer becomes more appreciative that your time is valuable and becomes a little concerned you may not be available. Dan Kennedy calls this "take away selling." The customer wants what you have to offer, and is afraid he or she can't get it. Not many people seek the guru at the bottom of a mountain. So the value of what you have to offer increases and your customer wants to do business with you because you don't have to make this sale. Your closing ratio and income should improve when you can say ...

"Next!"

For new articles about how to improve your business, subscribe to our newsletter, Michael Gray, CPA's Tax & Business Insight!

Reduce stress and improve your customer service through visualization.


Home | Introduction | Tax Info | Seven Habits | Business Improvement | Book Reviews | Need Help? | Links


Michael Gray, CPA
2190 Stokes St., Suite 102
San Jose, California 95128
(408) 918-3162
Fax (408) 998-2766
email: info@profitadvisors.com
Sign up for our free monthly newsletter,
Tax & Business Insight,
for the latest tax news!

subscribe html
unsubscribe text only

We respect your email privacy!