BE PERSISTENT
Closing the deal isn't always an immediate thing. If you've been turned away by a big client, don't be afraid to keep after them. With persistence and a solid strategy, you can sometimes regain what you've lost.
"I had a salesperson whose largest account for 10 years was one of the major cruise lines," said Greene. "She lost them after an order went bad and 10 years later bemoaned the fact of what once was in the palm of her hand. I had her use my Bullseye method of targeting large accounts—touching that account once a week, every week, in different impactful ways—until you land them [or] get them back," he explained. "After three months of effort, she won this large account back and got an order for $77,000 for crystal awards. She continued to work with them for many years."
- People:
- Paul Kiewiet
- Rick Greene
- Places:
- Michigan
- Sterling, Ill.