In many cases, the second sale is more difficult. How do we turn our customers into clients?

Not so shockingly, the advice is what we expect. Listen, treat the client fairly, and give incredible service. The problem can be the disconnect between what we hear and what the client is actually saying. Getting the second sale can be more than taking the client to dinner or for a round of golf. We need to imagine ourselves in the second role and create the path to get us there. Don't just keep those ideas in your head... Get them out there, talk to more people at the company, find out what is going on and what they need.

Is this all we need to do? No, but please check out this article for some more advice: http://www.raintoday.com/pages/2853_incumbent_s_advantage_ma...

Let us know what you do to get the second sale. How are you positioning yourself to fill future roles? How do you avoid being to aggressive when discussing future contracts? We can all benefit from your experience.

I look forward to your message.

Clark

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Sales

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