Do Salespeople Leverage the Ideal Moment in the Buying Process?

Posted by Dave Kurlan on Thu, Feb 20, 2014 @ 04:02 AM

This winter in the northeastern USA, we have been getting hammered with snowstorm after snowstorm.  This is what it looked like as the sun was rising yesterday morning.

the morning after
It was perfect.  A winter wonderland.  The glow.  White before it browns.  And lots of it.

This my friends, is what it feels like the morning after you close a big deal.  Everything is perfect.  A sales wonderland.  The glow.  Black before it turns red.  And lots of it.

For the salesperson, there is no better moment than the one that occurs immediately after the deal has been completed.  It's the closure that captures and rewards all of the work, effort, energy and resourcefulness that went into getting the deal closed.  And for large, complex sales, that could include conversations that began taking place up to two years earlier.

The customer experiences much the same sense of peace, joy and excitement.  It has gone on for just as long, may be just as important, and the customer finally got what they wanted.  Better still, it's too early for anything to have gone wrong yet.

You can relate to the customer side.  Think of the day that you finally got the car you always wanted.  I'm not talking about your 8th Lexus or your 5th Beemer.  I'm talking about THE car.  Do you remember that?  And what about the day you got the house you finally wanted?  I'm not talking about the first house.  I'm talking about the BIG one, or the summer house.  Do you remember that?  And it was before you discovered the flaws, bugs, or quirks that would drive you nuts.

The moment after it's all closed is the perfect moment for both salesperson and customer, and it can only go downhill from there.  So why do salespeople fail to leverage that moment?

Testimonials, referrals and introductions would be examples of how one can leverage the brand new, happy-as-can-be customer.  But for some reason, salespeople prefer to wait until the customer is happy.  It must be a different kind of happy that they wait for...  Are they waiting to meet the customer's expectations?  Isn't meeting expectations a step or ten lower on the excitement scale than the morning after?  Isn't there a lot that can go wrong between now and then? 

Why leave things as important as testimonials, referrals and introductions to chance?  And why leave it to others - you know - manufacturing, design, engineering, shipping, customer service, billing, IT, the consultants, delivery service, technicians and anyone else that might need to get involved to complete the customer experience.  If you get a referral at that point, it's a testimony to your company.  If you get a referral the morning after, it's a testimony to you.

Do yourself a favor, leverage the moment, and fill your pipeline with opportunities generated from your customers, who are feeling the love, and willing to rave about you.

Education:

Register for Leading the Ideal Sales Force Part 2, on March 12 at 11 AM ET.  (Here is a link to the recording of Leading the Ideal Sales Force Part 1 in case you were unable to attend. 

WEBINAR SERIES - Baseline Selling Open Enrollment

Begins Today (February 20) for 12 Weeks
More Information: http://hub.am/1fhbMvv 
WEBINAR - How to Get the Most from OMG's Sales Candidate Analyzer Tool
February 26, 11 AM ET
Register 
SALES 2.0 CONFERENCE IN PHILADELPHIA - What to Ask To Determine If You Need to Implement Sales Force Transformation
March 10 
Register
ECSELL SALES COACHING SUMMIT IN CHARLOTTE NC - What Does Commitment to Sales Success Mean?
April 15
Register
EO AUSTIN TX - How to Shorten Your Sales Cycle and Close More Sales
April 23
Email me 

Topics: Dave Kurlan, sales management, Sales Force, sales tips, getting referrals

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader