Consolidating the Close

it's the ones who get the second, third, and fourth who are the most successful

Everyone needs reassurance after making a large purchase--to silence the nagging voice asking if they did the right thing. With this in mind, it is important to make sure that you are highly visible to the customer after you have closed the deal. Some salespeople say that " the real selling starts after you get the business," and it's hard to argue with the sentiment.

With hard work, anyone can get the first order; it's the ones who get the second, third, and fourth who are the most successful. Whatever you do, don't fall into the stereotypical image of a "love ' em and leave ' em" salesperson. If you do, your relationship will be a short one. Guaranteed!

ACTION POINT: Work on getting the second, third and fourth order.