Tweet

Sales Training London: Don't Lose the Sale Once Youve Closed The Deal

Written by: Marcus Cauchi

Article Overview: Have you ever THOUGHT you had closed the sale, only to have your prospect back out a few days later? There's nothing worse than closing a big sale with a signed contract, only to have this new client call a few days later and cancel the order. If it happens to me, I know that I did not do my job right - I didn't post-sell the sale. What does your "post-sell" step look like?

Sales Training London: Don't Lose the Sale Once Youve Closed The Deal

Remember that only the foolish and the dead never change their minds. A customer may express undying loyalty to you and your product at the time of purchase, but curse you a week later. This fickle mood swing, known as buyer's remorse, is a risk you face each time you close a sale.

Post-sell all commitments that buyers make to you by asking a couple of simple questions, for example:


Bob, before I leave, I need to ask you one more question. Once, I got things started with a guy who was just as excited about our widgets as you are, but three days later he called me to cancel his order. Can you think of any reason why you might have to call me to cancel? OR

Patrick, can you tell me why you decided to buy and what, if any, second thoughts you might be having now?

The point is, if your new client is having any doubts at all, you want to get them on the table NOW and discuss them while he is still in front of you. Unless you logically talk him through buyer's remorse NOW, it may very well become a problem for him AND YOU later.

Happy Selling.

(C) Copyright Sandler Sales Institute 2006

Related Articles
  Know your magic numbers
  New Years Resolution for 2009: Start Earning Money at Home
  Wash, Rinse, Repeat
  How can you make more of your customers open your emails?
  What is the best way to develop my sales skills?

Article Tags:



Related Forum Posts
7 words or less for Structogram - Some "7 words or less" (more or less) for Structogram for your comments: Training to get your message across(6) Secrets to get your message across (6) Training so people will listen to you (7) Helping you get your message across (6) Training to learn to get your message across (8) Communications training for yourself and your team (7)
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Keeping up wtith the (super rich) Joneses - [quote="ChrisH":3ai8l8sj] The reason I mentioned Dave Matthews and his band members is because they have 3 properties in one county. If you feel that you NEED 3 or 4 homes, why not buy them in different places??? Chris[/quote:3ai8l8sj] For myself, I'd like a penthouse apartment in Manhattan, and a penthouse apartment in London, so that I could go to Broadway and the West End theaters whenever I wanted. (I'd also need about that much money to be able to afford to see these plays, as ticket costs are ridiculous!) I'd also need my own private jet, so that I could fly between New York and London without having to go through the hassle of large airports. Well...I suppose a pent house apartment in Hawaii could be useful as well...
Re: How to Promote a MLM Business? - In MLM a lot of it is hype. I know you like your product but you have to get people in like a circus does. Draw people in with attraction. Depending on your budget you should setup a tent in the parking lot of a mall/grocery store(with their permission or rent the space) and cook-out hotdogs and hamburgers, have a clown doing magic for the kids, make a nice presentation on projection screen. Show your prospects that you are larger than life. Sales is 90% attitude and 10% aptitude. With MLM it is usually simple to understand so make it so simple they cant resist. They should feel dumb if they dont sign-up on the spot. When you have a crowd it is like a feeding frenzy. They will sign-up just because other people are...especially if you have a relatively cheap MLM. You are not going to make any sales if your product in MLM is over $200. I know this part is self promotion but get a wireless credit card machine so you can take payment right on the spot. Dont give them any reason to leave without buying/signing up.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Emotional Energy is Our Engine

Let's Skip the Offshore Horror Stories

Tips for the Novice Traveler

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.