Consolidating the Close II

When a customer is a prospect, they hold all the cards

To be successful repeatedly, you need to acknowledge the transfer of power that occurs when the deal is closed. When a customer is a prospect, they hold all the cards, but once they commit to the deal, they lose some of that power because they are dependent upon you to deliver.

It's uncomfortable for them, and it is a good reason for you to show humility after closing the deal -- it's not the time to whoop and punch the air.

ACTION POINT: Remain humble after the close and stand ready to serve the customer through the delivery process.