Selling to the Point

Increase Customer Follow Through After the Sale

 

Okay, you just finished closing the sale. Good job! You breathe a sigh of relief and head home knowing your monthly quota's been achieved. You're looking forward to that "pat on the back" from your manager tomorrow. But as you're driving home, there's a nagging little voice inside your head asking, "How do you know the customer is ever going to use the product?" The nagging little voice continues, "If the customer doesn't use the product, then it will expire and leave the customer feeling resentful over time."

Traditional sales training tells salespeople how to get the sale. It doesn't discuss getting customers to follow through after the sale is over and the salesperson is gone. The importance of customer post-sale behavior cannot be understated. Form many salespeople, how customer behave after the sale is more important than getting the initial sale itself.

Examples of post-sale customer behavior are, using the product, recommending it to others, and loyalty to your product when approached by competitors. Since salespeople can't always be with their customers, they need to rely on customers' independent initiative.

Selling To The Point is a great way for salespeople to assure customers will follow through after the sale is over. This frees salespeople up from having to be in frequent contact with customers , reminding them to follow through.

Selling To The Point means the point of selling is buying. When salespeople sell to the point, they assist with the customer's buying and decision-making. The decision to buy becomes customer derived, rather than salesperson derived. This means the buying-decision endures after the salesperson leaves, because it came from the customer.

Selling To The Point increases the customer's personal ownership for the decision to buy. Customers will be self-motivated to do whatever it takes for the buying decision to end up a success.