Closing The Sale

Once the sale has been made, should I try to 'sell on'?

Selling on or selling up at that stage is disastrous. Don't do it. If you try to add things, if you try to add features or benefits or indeed anything else, it only confuses the client. And certainly don't try to introduce new products or services. Leave that until later. Concentrate on the sale that you're making and then bring that to an end and then stop selling.

What should I do to move things along?

To move things along, summarize what has already been agreed and then make sure that you, and everybody else at the meeting, you all know what the next step is. It may be that you've got to come back for things, it may be that they're going to do things. Whatever it is, make sure that everybody knows the next step. And don't leave that meeting until you've got it.

What should I do as I leave?

As you leave, thank them, smile, shake their hands, and just acknowledge anybody else. I mean, shake hands with everybody and acknowledge anybody else who's been around, anybody perhaps who's brought you tea or coffee or any sorts of refreshments. And again, don't forget the children and the pets if you're in a private house. But once it's all been done, then leave. I mean, the business has been done and you don't need to stay and chat. That's how you move things along.

What should I do after the sale?

After the sale, just as soon as you can, when you get back to your place of work, you write and confirm what you've agreed. And then you do whatever you promised to do, and you do it promptly. If you're in a shop or a restaurant, or beauty parlor perhaps, or something like that, there's always the tidying up to do, isn't there? What you need to do is keep marketing. Later on, when that sale is completed, you can remind the customers that you're there. Send them flyers or leaflets. And if it's a long project that you've got with them, send them an interim report from time to time, because they don't like to be kept in the dark. You've completed that sale. Well done. But now you need to keep on marketing.