Selling 107 how to follow through

A great follow through for selling anything tangible or intangible must have a good finish or your job is not done.  You have worked hard at this point in the selling process and now you must finish with what you have promised your prospect.  During the selling process you may have shown your prospect a new way of doing something that was important to him or her.

There are more sales reps that just stop once a sale is made and go on to the next sale than ones that follow through and deliver what was expected.  If you are the one that gives our profession a bad name then change your ways.

After your product has been delivered make sure the training or set up exceeds your new customers expectation or you will be very stunned as to why your career isn’t successful.

Sometimes the little things that you say or do make a big difference.  If your sales involves other employees like a technical person or a trainer it is your responsibility to communicate to them what is expected by the customer.  Lee Iacocca quoted in his book about Ford Motor company  “Sales is where the rubber meets the road”.  If you don’t do a good job with this step the proverbial wheels will fall off.

If you do a great job then you must finish with asking your new customer for referrals for peers and other prospects that he or she can have influence with.  You simply ask who in your industry could benefit from a system like you have.