QUESTION – how do I maximise the average sale per customer?THOUGHT – think strategically about the dealWhen you have a customer in your office, at your counter, on your website or at the end of your direct mailer, surely the size of the transaction is a critical consideration. Closing the deal is important, but so […]

QUESTION – how do I maximise the average sale per customer?THOUGHT – think strategically about the dealWhen you have a customer in your office, at your counter, on your website or at the end of your direct mailer, surely the size of the transaction is a critical consideration. Closing the deal is important, but so is the size of the deal you close. Despite this, I have seen very few marketing strategies that address the average sale per customer, and while I have seen many sales strategies that focus on closing the deal, I have seen far fewer that directly and strategically address, maximising the average sale per customer. A recent US study found that for 71% of sales people, their priority is closing the deal. On one level, this is as it should be. Without closing the deal, there is no revenue. But on another level, it is wasteful,…