By: Bill Rosenthal

Whether you're just starting out, or expanding your business, every sales professional has inherited clients from another rep at their company.

Shared: From your friends #*@TechAutoCareers.com®* the online resource for the *Automotive Sales Fraternity™*

On the surface, it seems great. Existing accounts are like found money. So why will over 50% of these people go somewhere else in the next year? 5 ways sales people can increase the odds of keeping and growing these customers are:

1. Create a transition from the previous rep or your sales manager. Customers hate surprises like, "Hi, I'm your new rep."

2. Find out why they bought from the previous sales rep.

3. Use your notes and sales history as a basis to ask the same questions you'd ask a cold prospect.

4. Promise to re-examine their pricing.

5. Be humble. The sales gods laugh at sales professionals who don't realize the value of an active account.

About I.C. Collins

I.C. Collins is grateful that he can pursue something that is both interesting and has value on several levels. For over three decades in the Automotive Sales Industry a bottom-line guy Collins doesn't shy away from telling the truth in ways that cut through the noise to deliver streetwise and corporate knowledge from someone who's been there and done that, many times over.

He aims to create “a long-lasting major brand that for generations is a company that is business-critical to the leading brands in the world. We are focused every day on creating something that’s valuable and has permanence.”

P. S. Urgent if you’re looking to optimize your interpersonal skills for success get your copy of " How to Succeed in the Automotive Sales Industry " today @TechAutoCareers.com. Then settle in for a satisfying read that will surely enhance your interpersonal skills for success this year, it is not just a book we are a service.

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