Decide early on how much time you will allocate across your accounts and how much time you are going to spend on each particular client. Equally important, determine how much time you are prepared to invest when you receive nothing in return.
Sales Thought: Quid pro quo is Latin for “this for that” and can help you balance your time and resource investment in each account.
In every sale there comes a point where you, the seller, have to decide how much time to invest in a particular customer and deal. Determining your time investment for each customer doesn’t mean you will stop doing everything on the account, but that you will prioritize your time and stop doing non-priority things for the account. Smart sellers know that some customers will continue asking for more and more. If the seller keeps giving time and expertise for free, it’s a natural reaction for the customer to keep asking!