We see it in retail all the time.
The single-invoice mentality.
What is it?
Stan Adler in “The Zen Of Selling” explains…
“This store is full of single-invoice mentalities.
It’s pathetic, but it’s also your advantage.
Most salespeople don’t follow up for two reasons:
first, because it means more work, and
they probably got a sales job in the first place
because they didn’t like hard work and,
second, they don’t have confidence in what or
how they sold the customer initially,
so why should they call the customer
and risk confronting a problem?
That’s the working premise of a nonseller.
What the average salesperson doesn’t understand is:
If the customer hasn’t already called you,
whatever problem there is can’t be urgent.”
So follow up,
solve the small problem and be a hero.