The Great Sale(s) After the Sale
Some salespersons and network marketers make the terrible
mistake of thinking that the sale ends with the sale.
They tend to think that, once the client bought something --that
they already "closed" the prospect-- their work is over. To the
new client, however, his/her signature on the dotted line and
her/his credit card order mean only the beginning of the
sell/buy relationship.
In this article we explore twelve practical ideas that you will
want to apply right away to guarantee your customer's
satisfaction after the sale.
The service you give to your clients and customers does not
begin some time after they already bought. On the contrary, it
should begin right at the moment you shake their (virtual) hand,
in signal of their acceptance of your proposed deal.
Depending on how you act from that precise moment on, you'll be
assuring, or neglecting, the future of that sale and of many
more future ones. With those same clients and with their
referrals.
Let's see and review some points that you may want to put into
practice to be even more professional in your sales:
Point 1. Don't make the mistake of keep on talking once
you already made the sale -- If you do, you risk letting the
(already decided) prospect to involve you in some argument about
the sale. And this may remind her of some points or objections
of minor importance. Normally, then, these will make her want to
"think the whole deal a little more over."
Point 2. Prepare your exit -- Thank the new client for
his time and congratulate him for his decision and for buying
from you.
Point 3. Schedule at once the next interview --
Establish with the client the date and time of your next
appointment, where you'll bring him his documents or the product
he already bought. Inform him when and how he's going to receive
his products (if you don't do the actual delivery) and tell him
that in that next interview you'll answer any new questions he
should have.
Point 4. Keep the client informed at all times -- If you
are going to be late (you personally, or the delivery of your
products, service, documents or bill), for any reason, make sure
your customer is fully notified. And that she's agreed to the
new date or time.
Point 5. Make sure the client understood perfectly and
clearly any special requisite or condition. And that she is
willing and able to comply with these.
Point 6. Manage the non-productive interviews -- If you
truly feel that some sales interview are not going to end
positively, finish it diplomatically, but let the door open for
an interview later on. Of course, do NOT leave without asking
for at least one referral.
Point 7. Avoid the prospects that never buy -- Don't
fall into the trap of keep on calling on those prospects that
never quite say no, but neither buy. You'll be much better off
trying some other prospect or servicing a customer. And you'll
have the energy and disposition to do it at your best.
Point 8. Make sure to ask for referrals -- Ask for
referrals. Ask for referrals. Ask for referrals. If you made the
sale, ask for referrals. If you didn't made the sale, ask for a
number of qualified names and additional prospects. The
referrals obtained in unsuccessful sales interviews could turn
into successful ones, if the other person buys from you. Did I
already say you have to ask for referrals?
Point 9. Control your facial expression -- Whatever may
be the end result of your sales interview, control your
expresions, especially the non-verbal ones. After a good sale,
don't start to smile like the proverbial cat who got the
commision.
Point 10. Maintain the dignity at all times -- Leave the
impresion that the sales interview is part of the service you
offer. And don't look too disappointed if the candidate didn't
buy.
Point 11. Assure the client that you will keep in touch
through your service -- And be true to your word.
Point 12. Be in contact continuously -- So the clients
could not tell you that they only see you when you have
something to collect or to sell them.
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