Selling It Back

This past weekend, I heard a co-worker talking to a customer, and she said she didn’t want the customer to sell the product back to her. I hadn’t heard that phrase in several years. But it’s one of those that makes perfect sense.

We sell all sorts of things to all sorts of people. It doesn’t matter what business you’re in, you are selling something to someone. The key is selling the right person the right product, not selling just anybody everything you’ve got. Why? Because if it doesn’t do what you promise or meet their needs, they’re going to sell it right back to you. And it’s going to cost you more than it cost them.

For you to be successful in your business, you need results—the positive kind. Over the long-term, those results need to come from taking the time to make the right match of product and consumer. Satisfied customers typically don’t sell their purchases back. But when they do, that is your opportunity to sell them the right product.

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