success - Turbo Coach, achieve breakthroughs - Brian Tracy

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is meaningful to your customer, so he will naturally be interested
in what happens.
This step is a demonstration of good manners, but it is
also more. First, if you succeeded in selling to your customer’s
friend, he will be open to your asking him if he knows
anyone else whom you might contact. Second, if you were
unable to close the sale, your customer might choose to contact
his friend to find out why and to reiterate his own pleasure
in using your product. Either way, you stand to gain.
Sending a Gift to the Source
A further way to express your gratitude and to reinforce your
relationship with your customer is to send him a gift after
you have closed a sale with a referral he provided. Your gift
should be appropriate to the size of the sale.
A word of caution: Regardless of the size and dollar value
of your gift, be sure that it is of fine quality, for it will be a
direct reflection on you and your taste.
Several years ago, we learned an important lesson. Our
custom was—and still is—to send fruit baskets as thank-you
gifts. On one occasion, our gift was returned to us within a
matter of days. An accompanying handwritten note explained
that the food was of such inferior quality that the
recipient would not share it with her fellow employees. She
graciously thanked us for our kind thoughts and explained
that she was sure we would want to know what we were
getting for our money. When we examined the package, we
were shocked. The basket was beautifully decorated, but the
contents consisted of a variety of cheap crackers, some nuts,
and a few stale apples. Our gift to her—and its subsequent