Sales Process Model

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Of all the steps in the sales process model the last one is often ignored by salespeople. In fact, less than average salespeople don’t recognize there is a step after the sale has been closed. This last step is so critical because it often means the difference between a short-term and long-term customer.

This step is Delivery and Evaluation.

Effective delivery and evaluation activities are vital to the long term health of your business. Remember, the sales process model is not linear, it is a cycle. This means the customer will buy again.

The client may eventually need your product or service in the future. The customer may need another solution your company offers. Don?t ruin the ?next sale? before the current transaction has had a chance to cool. If you have poor delivery and fail to follow up with the customer on any issue, you will have a short (and not so sweet) relationship.

This is often the stage salespeople get a bad reputation. Do not leave the impression that all you are interested in is the sale. If you do, the customer will go out of their way to deal with your competitor next time around. Set yourself apart from ?average? and be there after the sale is complete.

It takes a tremendous amount of energy to acquire a new customer compared to keeping a current one. It’s amazing how many salespeople and companies forget this.

In a good sales process model, maintenance begins as soon as you close the sale. When you close the deal make sure you have set delivery expectations with your client. Be as open as you can with your client if there are challenges ahead. Judge what to share and what not to share. The customer may not be happy initially, but it is a lot easier to manage their satisfaction level at this point as opposed to them finding out any issues at the last minute.

Monitor the delivery of the product or service. This certainly isn’t to suggest you baby-sit the customer or the delivery team involved, but showing your face from time to time will go a long way. The customer trusts you. You are the one that sold the solution.

Checking in with the client and delivery team will increase the comfort level of your customer. It will also allow you to nip any issues in the bud. It is amazing what even a simple phone call can accomplish.

Don't forget, your competition will be calling your client on a regular basis. Don't give the customer any reason to look their way.

Now get out there and make that next sale.

Thanks for reading and good selling.

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