By Tjia J.

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What prime, top-ofthe-line customer this year is one you couldn’t even get on the phone last year? Begin analyzing your accounts to look for future business without presupposing the 80/20 classic rule. PRIORITIZING CUSTOMERS To determine how you are going to invest your time for maximizing sales, you’ll need an A, B, and C customer identification matrix. Figure 2-2, Strategic Master Planning Form, shows a method of future account prioritizing that you might not have used in the past. Figure 2–2 STRATEGIC MASTER PLANNING FORM Name: ___________________________________________ Territory: ______________________________________ Year: __________________________ Value 1–5 (low to high) Account Name Example Account Cust.

But if they get mad at you, you will lose their business. You will probably be calling more frequently with Energized Customers, because they will want to build a relationship before they do business with you. Because Es are persuasive and opinionated by nature, they will typically provide you with referral business. You’ll just need to ask! STYLE-MATCHING STRATEGY FOR PHONE SUCCESS Energized Customers will respond to your requests for favors, “Will you just take some time to look at something for me?

By stopping at the end of a goal time and returning to calling at the end of your break, you stay fresher and put more energy into your calls. Tired people dawdle. It’s better to organize your day around calls than to call arbitrarily until you are too exhausted to pay attention. Clear your desk at the end of every day. Things that become covered on your desk rarely receive proper follow-up. Hunting for misplaced reports, notes, or orders is time-consuming. Reduce your paper by recording your call information regularly into your electronic tracking system.

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