CHAPTER 39
The Most Important Sales Call
Are you skipping the most important sales call of your sales cycle?
Salespeople routinely dig a hole and throw themselves in it after they close an order with a customer. You get an order, and your instinct is to quickly move on to the next prospect before the customer asks a question that you are afraid of answering out of fear that it will cause a change of mind.
Even though you have an order, you haven’t finished the job of selling the customer. Your sales process doesn’t stop with an order. There is one more very important step to take—one that can make the difference between a one-and-done and a long-term relationship with a loyal customer.
The most important sales call you make during the course ...
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