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Achieving Sales Success: Treating Inquiries the RIGHT Way

In sales, we always aim to achieve a high success rate. Most people I talk to have this perception of always seeking more potential customers. While there is undeniable value in expanding your reach, it’s equally important—if not more so—to ensure that every inquiry is treated the RIGHT way. So, what does that entail? Let’s break it down.


Speed is of the essence in sales. When a potential customer reaches out with an inquiry, how quickly you respond can make or break the deal. A swift response shows that you value their time and are eager to meet their needs. It also reduces the chance of them turning to a competitor. In today’s fast-paced world, people expect immediate answers, so prioritize rapid follow-up.


Your reputation precedes you in every interaction. Building and maintaining a good reputation is crucial for sales success. This means consistently delivering on promises, providing high-quality products or services, and treating customers with respect. A strong reputation can lead to word-of-mouth referrals and repeat business, both of which are invaluable for sustained growth.


Trust is the cornerstone of any successful sales relationship. Without it, even the best products or services will struggle to find a market. To build trust, be transparent with your customers. Offer clear, honest communication and follow through on your commitments. Show empathy and understanding towards their needs and concerns. Trust is built over time, but once established, it can lead to long-lasting customer loyalty.


In sales, it’s important to not just meet customer expectations but to exceed them. This means going above and beyond what you’ve promised. Whether it’s through exceptional customer service, added value, or surprise perks, over-delivering creates a memorable experience for the customer. This can turn a one-time buyer into a loyal advocate for your brand.

Be the Expert

Customers are more likely to buy from someone who demonstrates expertise and authority in their field. Position yourself as an expert by staying informed about industry trends, continuously improving your knowledge, and sharing valuable insights with your customers. Offer guidance and advice that helps them make informed decisions. When customers see you as a trusted advisor, they are more likely to turn to you for future needs.


No matter how much success you achieve, it’s important to remain humble. Humility makes you more approachable and shows that you’re willing to listen and learn. It fosters a positive relationship with customers, who appreciate dealing with someone who doesn’t let success go to their head. Humility also helps you stay grounded and focused on continuous improvement.

Putting It All Together

Treating inquiries the RIGHT way involves a combination of speed, reputation, trust, over-delivering, expertise, and humility. By focusing on these key factors, you can create lasting relationships with your customers and drive long-term sales success.

In summary, while seeking out new potential customers is important, never underestimate the value of properly handling the inquiries you receive. Respond quickly, build a strong reputation, earn trust, exceed expectations, position yourself as an expert, and stay humble. By doing so, you’ll not only improve your strike rate but also build a loyal customer base that supports your business for years to come.

By adhering to these principles, you’ll transform your sales approach and foster deeper, more meaningful connections with your customers, leading to sustained growth and success in your sales career.

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