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.
The sales process should be developed in such a fashion as to ensure and convey to the customer that there is both a short-term and long-term focus to the relationship.
As an Example: One Sales person I know had a great plan for long-term success. As he closed each Sale, he set up a social hour with the customer to thank them for their business. By doing this, the sales person set a tone for future business. This social hour became a way for the sales person to ask more questions of the customer, and the customer, being in a social setting without the pressure of the “Deal” was much more open and relaxed with the sales person.
The other thing that happened was that at that Social Hour, they invited many people who had not been part of the original Sales Process to the Event – and they showed up!
Why did the show up? Because there was nothing on the Table at that time. So, There is no reason not to take advantage of a chance to meet a Supplier. So, the Supplier has the chance to Demonstrate that they intend to be a Long Term Provider. They are rightfully thanking the Customer for their Business, but more importantly, establishing that this is not designed to be a One And Done Relationship. This is very important in today’s business environment.
Think carefully about the kind of relationship you want to have, but more importantly, think of the kind of Seller you want to be!