There's a line at Sunday Posts that inspired this post:
"...today’s small company executive may represent your biggest buyer tomorrow"
At Nordstrom I worked with others who often complained because the customer "Only spent $30...After all that work, they only spent $30!" They didn't give any thought to the future and the probability of that customer coming back during back-to-school season to spend $1,000 in shoes with them. Because, in fact, it happened quite often. But the likelihood of the customer wanting you to help them depended solely on how you treated them the first time they came in.
I believe that judging a customer based on one small transaction is one of the biggest mistakes that salespeople make. Perhaps that customer only needed one item that day. But you never know, next week that same customer may need several items.
For example, I went into the drug store today to buy a candy bar and when I went up to pay, the cashier says, "Whoah! Big purchase here! You might break the bank!" She said it jokingly and that was fine, but what if I wasn't a person who wasn't so easy-going and took offense to that?
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