67% more in months 31-36 than in months 0-6  Research has found that, on average, customers spend 67% more in the 31st – 36th month of a relationship than they do in the first six months. Another study found that a 5% increase in customer retention can lead to a 25 – 95% increase in profits. Yet […]

67% more in months 31-36 than in months 0-6  Research has found that, on average, customers spend 67% more in the 31st – 36th month of a relationship than they do in the first six months. Another study found that a 5% increase in customer retention can lead to a 25 – 95% increase in profits. Yet another found that repeat customers spend 33% more than first-time customers. Each of these studies underscores the importance of selling after the sale is completed. The first priority after a sale is complete is to ensure that the purchaser has ample rational reasons for their purchase decision. Helping customer to rationalise what might have been a largely emotional purchase helps to encourage future purchases. This is a fact that luxury car owners know all too well and leverage. They continue to tell purchasers why the decision to buy that BMW was the right one. This can…