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Like most good ideas the notion of “customers for life” is easy to say but not so easy to do. In today’s market customer’s expectation are greater than ever before. The days of being a purveyor of product knowledge have been replaced with a demand for salespeople to bring fresh idea for framing the problem and creative solutions for solving it and that is just to close the deal.

This means for the customer for life concept to be realized, salespeople must understand their customers better than the competition and develop more trust and a different type of relationship than they have in years past. In order to get that done they must ensure that every customer interaction brings a small piece of value and strengthens the nature and extent of the relationship.