Stephanie is sales rep for a janitorial service that cleans office buildings. She checks with her clients regularly to be sure they are pleased with her service.
As she drives up to a steady customer’s building, she notices several trucks for a company specializing in mold removal. Stephanie’s company is active in that area and subcontracts mold remediation services.
Here is part of her conversation with her customer, Chris:
Stephanie could kick herself for being complacent about this customer. She was focused on client maintenance. However, how could she have used best practices for Q4 selling that would have resulted in Chris contacting her when this emergency arose?