The Great Sale (s) After the Sale
Some… and networks… make the terrible mistake of believing that the sale is the end of the story.They tend to think that, once the client buys… that they have already “closed” the
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 buys something—that they have 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-and-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 have already bought it. On the contrary, it should begin right at the moment you shake their (virtual) hand in a 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 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 continuing on talking once you have already made the sale. If you do, you risk letting the (already decided) prospect 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 about the whole thing a little more.”
Point 2.
Prepare your exit: Thank the new client for his time and congratulate him on his decision to buy from you.
Point 3.
Schedule 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, services, documents, or bills) 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 understands perfectly and clearly any special requisites or conditions. 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 interviews are not going to end positively, finish them diplomatically, but leave 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 keeping on calling on those prospects that never quite say no, but never 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 make 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 expressions: Whatever the outcome of your sales interview, keep your emotions in check, especially your nonverbal ones.After a good sale, don’t start to smile like the proverbial cat who earned the commission.
Point 10.
Maintain dignity at all times. Leave the impression that the sales interview is part of the service you offer. And don’t look too disappointed if the candidate didn’t buy it.
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 with the clients so that they cannot tell you that they only see you when you have something to collect or to sell them.
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Jorge Pinkus is the CEO and editor.
of the ezine: “Global-MaxMarketing.”
and the founder and CEO of
http://www.123-sites.com
Subscribe FREE to the ezine at
http://www.psinternet-plus.com/GMM/GMM-last.html
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