Focus on the 2nd Sale

hasseman marketing 2nd sale 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. 

Written by: Kirby Hasseman

Kirby Hasseman is the CEO of Hasseman Marketing & Communications. Kirby hosts a weekly Web show called Delivering Marketing Joy where he interviews business leaders from around the country. Kirby has published four books. His most recent is “Fan of Happy.” His book, called "Delivering Marketing Joy" is about doing “promo right” and is perfect for people in the industry and customers. He also wrote “Think Big For Small Business” and “Give Your Way to Success. All are available on Amazon.