You don’t use “What Next?” thinking
by Mike Marchev
This is the second to last reminder in our mistake avoidance
You see every piece of the business puzzle as an end to itself. Nothing could be further from the truth.
Here is a simple example and I will leave it at that.
You see a honeymoon package as a honeymoon package. I see it as Step #1 in an 8-Step Selling Sequence.
Step 2 is a vacation package.
Step 3 is a ten-year anniversary package.
Step 4 is another vacation package.
Step 5 is a 20-year anniversary package.
Step 6 is a …………. a vacation package.
Step 7 is a trip back to the homeland.
Step 8 is a 50-year anniversary.
And the sequence goes on.
Remember the hardest sale is the first sale.
The most meaningful sale is the second sale to the same buyer.
The most profitable sales begin with # three.
These are the words of profitability according to Mike.
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