bizinformer
Don't Risk The Sale By Talking After The Close
Filed in archive Sales by Jim Logan on June 25, 2006
Don't Risk The Sale By Talking After The Close
Somewhere in the world right now, as I write and you read this post, it's happening. A sales person with great intentions is loosing a sale because they're talking after the close. They won the sale and yet they've kept going - talking about another feature, presenting the next slide, discussing more about options, etc.

They're talking about things that weren't necessary to talk about to win the sale. And each thing they bring up now is a potential question their prospect will acknowledge to reverse their decision and go back to evaluating options.

Here's the only tip you need to absorb...and the lesson to this post: When engaging with a customer, whether in person or on the phone, stop talking once you've gotten agreement on whatever you set to accomplish with the interaction.

An hour meeting can end in 15 minutes. It's okay. You don't have to finish the presentation just because you're all in the room and you have 10 more slides in your holster. Just turn off the projector, thank your new customer, and move the discussion onto the next subject.

If you talk after the sale closes beware, you're risking the sale. It happens all the time.

Permalink: Don't Risk The Sale By Talking After The Close
Tags: sales,  selling,  meeting  business  sale  after+close  talking+after  sale+talking 
Trackback: http://publish.creative-weblogging.com/publish/mt-tb.pl/25669
img Addthis img Ask img Blinklist img del.icio.us img Digg img Fark img Facebook img Google img Lycos img Ma.gnolia Add this page to Mister Wong Mr Wong img Netscape img Netvousz img Newsvine img Reddit img StumbleUpon img Slashdot img Tailrank img Technorati img Wink img Yahoo

Vote for Don't Risk The Sale By Talking After The Close:

  • Currently 6.00/10
  • 1
  • 2
  • 3
  • 4
  • 5
  • 6
  • 7
  • 8
  • 9
  • 10
Rating: 6.00 out of 1 vote(s) cast.
Subscribe
Share It
RSSrss
See all blog subscribe options
Google google
What is RSS?
Yahoo! yahoo
Addthis Subscribe using any feed reader!
Bloglines Bloglines
Newsletter

TwitterFollow us on Twitter!