How to build on your initial rapport with your new client
Nothing warms a salesperson more than getting a new client. Often you are able
to secure that new client because you have a quality core good or service that is
provided at a competitive price. While you may not make a great deal off that
initial offering, there will no doubt be the chance to build on your initial rapport
with your new client and engage in the task many sales people know as “up-
selling.” That is where the concept of the Profit Tunnel comes into play.