Close Every Sales Call

‹ Back

The sale isn't over when you get the order!

 

You made promises during the sales process.

 

You promised the product would perform. You promised a delivery date. You promised service, support and increased value. - Now your company needs to DELIVER!

 

Other people may process the order, manufacture the product, schedule the delivery or provide the service.  But to the customer...  YOU are the company!

 

If something goes wrong, the customer isn't going to care which department made the mistake.

They are going to call YOU!

 

Stay involved.

 

Make sure the order was entered correctly. Confirm the delivery date. Follow up after the product arrives. Make sure the customer received what they expected and that it is doing what you said it would do.

 

Don't wait for the customer to call you with a problem.

Call them FIRST!

• “How did the delivery go?”
• “Is everything working as expected?”
• “Do you have any questions?”
• “Is there anything else we need to do?”

 

A quick follow-up can uncover a small problem before it becomes a BIG one.

 

It also tells the customer that you were interested in more than getting their order.

You are interested in their SUCCESS!

 

Remember, the customer took a risk when they bought from you.  They may have changed products, suppliers or procedures. They trusted you when you told them that making the change would improve their situation.

 

Now you need to prove that their decision was a GOOD one!

 

Once you have a satisfied customer, look for the next opportunity.

1. Can another department use the same product?
2. Does the company have another plant or location with a similar application?
3. Are there other products you sell that can provide additional value?
4. Look for similar companies with similar product applications and...
5. ASK FOR REFERRALS!

 

As I discussed in my earlier posts about referrals and testimonials, a successful application can help establish your credibility and open the door to your next customer.

 

That first order may be the beginning of a much larger opportunity.

 

There may be repeat orders, additional products, other locations and new customers.

You have already done the hard work!

 

You found the prospect. You established the need. You earned their trust and convinced them to buy.

 

Why would you walk away now and leave the future business to chance?

On the other hand, if you disappear as soon as you receive the order, you leave the door open for your competition.

 

A customer who feels forgotten can quickly become...An OLD customer!

 

Getting the order is important.  --  Keeping the customer is even MORE important!

 

Make sure your company delivers everything you promised. Stay involved, handle problems quickly and continue looking for ways to provide increased value.

 

Then ask for the NEXT order!

 

Remember... The sales call may end when you get the order.

 

But... The Sale Isn't Over When You Get the Order!

 

Getting the order is only one part of becoming a successful sales professional.

 

In Close Every Sales Call, I take you beyond getting the first order and into the broader skills and techniques that help you develop customers, uncover additional opportunities and build long-term sales success.

 

A great sales call isn't a collection of random techniques. There's a logical path to follow. In Close Every Sales Call, I show you that path — along with the practical selling and sales-management techniques I've tested and refined over more than 45 years.

 

If you found this article useful, don't stop here. Get your copy of Close Every Sales Call and put those years of experience to work in your own sales career.