Chapter 8. Closable Customers
When I see a merchant over-polite to his customers, begging them to taste a little brandy and throwing half his goods on the counter—thinks I, that man has an axe to grind. | ||
| --Charles Miner, from “Essays from the Desk of Poor Robert the Scribe,” Doylestown, Pa., 1815.It first appeared in the Wilkesbarre Gleaner, 1811. | ||
Definition
Can you “see” your customers? Do you know how many exist, at least in rough terms? Do you know their names or how to find them? Can you forecast where added customers are hidden if the enterprise needs to grow dramatically? Can you adequately articulate your vision to them? Can you forecast how much they will buy? Now for the killer—can you close a deal with any of them right now, long before ...
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