Page 42 - 100 Great Business Ideas: From Leading Companies Around the World (100 Great Ideas)

Quick Ideas 23 to 25

into the water. You need to move quickly when a customer

says yes.

When a salesman finally Assignment
got a prospect to request in-

formation on a large wall Make certain that
cabinet full of electrical ter- when a potential customer
minals, he was excited. He says yes, you put that cus-
promised the prospect that he tomer at the top of your list
would be back the next week and service him or her until
with the information, pricing, you get the sale. Focus your
and availability. When he attention on that prospect
walked in the next week, he until you make the deal.
nearly had a heart attack as

there sat a big display of elec-

trical terminals this prospect had purchased from another sales

rep who beat him to the punch. He learned an important lesson:

when a customer says yes, it’s time to seal the deal and put him

on the stringer. It’s time to move fast.

Epilogue

When opportunity knocks, some people complain about
the noise, while others spring into action. Which kind of per-
son are you?

25

Your Way or My Way

At one time, K-Mart was the dominant retailer in America.
Before they lost their way (and ended up bankrupt and pur-
chased at a sales price by Sears) they had passed Target, JC
Penney, and many other retailers at being the biggest and best.

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