“Selling is a complicated process that often requires you to stay close to large numbers of customers over long periods of time,” say Edward R. Del Gaizo, PhD; Seleste Lunsford; and Mark Marone, PhD, in their book, Secrets of Top Performing Salespeople (McGraw-Hill, 2004). “To do it well, it’s important to be systematic and organized – and that means keeping good records that go beyond standard contact-management systems.”
The authors suggest creating a file for each of your prospects and clients. Include the following in the file:
Make sure that you study your customers and organize all contact information, important documents, and notes. It can go a long way toward your sales success.