Don’t forget the importance of gratitude in sales – A sales tip

Sales Tip

A lesson learned when growing up is the power of showing gratitude.  A common form is the proverbial thank you note.  Obviously many have carried that personal lesson forward although today the old thank you note may take the form of an email or text message.

But regardless of the form, let’s review the application of the lesson to the world of sales.   A simple gesture of appreciation goes a long way in Sales. Everyone is taught to ask for the business.  But too often the other side of the coin is forgotten.  It is just as important to show appreciation for the customer’s business.

The key point is – when closing a new account personally express gratitude in a genuine manner.  It goes a long way.  First, everyone likes being thanked. Second, you’ll standout because too many others fail to take the simple step.  Third, it’s more than just good manners – it’s a step towards building a lasting business relationship.

Finally, don’t forget those current customers with whom you may not have a recent business deal.   A genuine thank you at appropriate times goes a long way in those situations as well.

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©2012 Sales Horizons, LLC

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About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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