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"Success is one of the leading causes of failure Authentic Michael Dickson Jersey ," writes consultant Jim Clemmer in his new book, Pathways to Performance (Macmillan Canada). Current market and customer research creates tunnel vision, causing companies to overlook the potential of new ideas. Mr. Clemmer's examples from history:


? When trains were first developed, the King of Prussia confidently predicted: "No one will pay good money to get from Berlin to Potsdam in one hour when he can ride his horse there in one day for free."


? In 1903, the president of Michigan Savings Bank gave this market advice to Horace Rackham, Henry Ford's lawyer: "The horse is here to stay. The automobile is only a fad Authentic Shaquem Griffin Jersey , a novelty."


? A British parliamentary committee assessed whether Edison's light bulb would ever be useful. They concluded it was "unworthy of the attention of practical or scientific men."


? Edison himself made these market assessments: "The phonograph is not of any commercial value" and "the radio craze will die out in time."


? In 1946, Darryl Zanuck, then head of 20th Century Fox, predicted: "Video (television) won't hold any market it captures after the first six months. People will soon get tired of staring at a plywood box every night."


? News item in an 1868 New York paper: "A man has been arrested in New York for attempting to extort funds from ignorant and superstitious people by exhibiting a device which he says will convey the human voice any distance over metallic wires so that it will be heard by the listener at the other end. He calls this instrument a telephone. Well-informed people know that it is impossible to transmit the human voice over wires."


? In 1980, a Wall Street auto analyst told a Senate committee: "General Motors, already the automotive king of the road Authentic Chris Carson Jersey , will become even more dominant by the mid-1980s and will be the only auto company capable of building a full range of cars and trucks."

When you are in sales and you come across a customer, you don't want to think of that customer as someone you can only make one sale to, you want to think of them as someone you can make several sales to.

I can remember not to long ago when I was in Banking working as a branch manager, when I would meet with my staff every Monday morning to go over their individual weekly goals.

I must say that they were very good sales people, but unfortunately their focus was on getting that one sale to meet their individual goal, instead of focusing in on the complete package.

By the complete package I mean Authentic Russell Wilson Jersey , getting all of the customers business. I'm not saying that you should get all of the customers business in one sitting, but at least ask some probing questions so that you may compare your products and pricing to their existing ones.

When you are dealing with a customer, you don't want to treat them as a statistic, rather, you want to treat them as a person, use their name frequently during your sales session. You don't want to make the sale Ugo Amadi Jersey , than hurry them out the door like cattle.

Always make your customer aware of ongoing promotions and new products that you have available, or, if you have upgraded a product that they currently have, you might ask if they would like to consider the upgrade.

When a customer walks into your office, or calls you on the telephone, greet them with a smile Phil Haynes Jersey , be enthusiastic, and greet them by name. Make your customer feel welcome. This will keep them coming back. When a customer is in your office, in your surroundings, you want them to feel comfortable, so do your best to make them feel that way. Treat them as if they were a guest in your home.

When a sales person sells for keeps, they are selling to ensure that one day they will have all of their customer's business and not leave it to their competition.

When you first come in contact with a customer Gary Jennings Jr. Jersey , don't hold anything back. Don't concentrate on making one sale to satisfy your goal. Think of the big picture. You want all of their business.

Smile, use their name, listen to them intently as they ask their questions and address any concerns that they may have. Ask questions about their life, their work, and their families. Get to know them and what their needs are.

Once you know their needs, you can than begin to sell them your products that fit their needs.

Always make your customers aware of all the products you have to offer Cody Barton Jersey , let them know your hours of operation, give them your cellular phone number, let them know what your availability is. Leave them by telling them that if they ever need anything else, to come in or call and to ask for you personally.

These small gestures alone will give your customer a comfort level with you, which in the long term will keep them coming back. In time you will manage to have all of their business, so the next time you sell something D.K. Metcalf Jersey , sell for keeps.

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of , a mortgage resource site, he is also the owner of , a mortgage lead company. Clara Singleton
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