The sale is not over once the close is completed, or at least that is my view. Once the prospect has asked for the business or you have asked them for it, and they have agreed, we move into consolidating the sale. This process may vary based on the product and the journey the customer will take with you. Here is a list of things that I suggest are included in the consolidation of the sale:
- Explain in detail what happens next
- Explain any technical and or legal requirements
- Explain documentation that they will need to read and or actions to be taken
- Ensure they understand the customer service process
- Confirm they understand the payment program
- Ensure they understand the delivery timeline and systems
- Ask for any final questions they may have
- Ask for feedback on the process and accept their points of view
- Explain the value in their decision and ask them for referrals to others they may know whom they feel would also benefit from the service or product
- Gain or reaffirm their permission for regular contact to see how they are doing and answer questions they may have