Improving Sales

The One Sales Step that Most Sales People Miss

Here is the hidden sales step that most sales people miss, many times costing them the sale when their buyer gets cold feet.
  1. Establish that they bought in a way that taps into the power of consistency and commitment.
  2. Help them feel great about their decision.
  3. Preempt any reoccurring buyer’s remorse issues for your business.
  4. Clarify next steps so you can reduce any uncertainty or anxiety.

Here are seven simple things we’ve encourage many of our business coaching program clients to add into their sales system that you can use to solidify your post sell system:

  • Congratulate them on their smart move. (“Tim, you made the right choice…”)
  • Model a high level of excitement for them.
  • Ask them for referrals (if they have just given you two referrals that is a very powerful consistency and commitment step)
  • Reduce their anxiety by letting them know exactly what happens now and make sure you meet all your commitments, especially in the early stages of the sale.
  • Ask them, now that it’s over, what was the biggest thing that tipped the scale and prompted them to make the decision to own your product or service.
  • Give them a parting gift which taps into the powerful social influencer of “reciprocity”.
  • Send them a hand written thank you card. Old school, yet still very classy.

By strategically and systematically building in a “post sale” step into your sales process you’ll keep more of the business you would have otherwise lost through buyer’s remorse.

If you enjoyed the ideas I shared, then I encourage you to download a free copy of my newest book, Build a Business, Not a Job. Click here for full details and to get your complimentary copy.


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