Many people in sales are working really hard to “get the sale.” “That makes sense,” you might think. “After all, that is what they get paid for.” It’s true. Sales people are compensated to create sales. It’s important. But I don’t think that should be the number one goal of an organization. Your goal should be to the Re-Sale…or the 2nd sale. When you focus on the sale, you (and your team) focus on the short term. You make short term decisions that create, well, short term customers. You are not focused on the overall experience. You are not focused on the happiness of the customer AFTER the sale. When you focus on the 2nd Sale, you think more long term. You want happy customers. You want delighted customers. And when the customer is not happy, you know you need to make it right. As I like to say, your goal then, is to create 20 year customers. This is the foundation for long term sales and business success. Don’t just focus on the sale. Focus on the 2nd Sale. Make sure you never miss an update! Sign up for our VIP newsletter here.