How you handle the transition from the close of the sale to the next sales cycle is critical to setting up a long-term relationship with the client.
Clearly, the most important sales step is to get the initial sale completed and closed. Closing the Initial sale is hard work. From the close of the deal, the relationship transitions from buyer- seller to customer-account. Good sales people know that to become truly successful, it is more important to stay connected to the new customer and clearly define the long-term relationship. The best way to do this is to focus on the Big Picture and set a long-term vision for how you can assist your client going forward!
Proper handling of the transition will determine if a longer-term relationship can be established between the sales person and the customer.
The sales close is a time for determining and establishing your long-term role and value to the account. Keep in mind that it is always easier to expand the sale within an existing, satisfied customer that it is to find a new one. So don’t relax now, push forward and close with an exclamation mark.