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The Work After the Sale

Submitted by Mitch Seigel on Tues, 6/16/2015

You call, call, call, and finally get an appointment. Next you conduct an in-depth needs assessment and deliver a spot-on proposal. It takes a lot of going back and forth, negotiating and cold sweat to get the deal. Now you are at the critical point in the relationship. Do you and your company follow through on promises made in setting up the deal?

can’t take a breath. You’ve got to move into the customer service phase of the relationship immediately, without a blink of an eye. Now you must service, service, service to keep the competition at bay, and to ensure a renewal for your company.

Many salespeople exhaust their energy in the closing, leaving room for error in service. The client will not allow this margin of error. You need to know what they want and when they want it. You promised, now deliver! Believe me, your clients will use those exact words.

Timelines and checklists are excellent ways to track service for your client. You can note communication, deliverables and anything else that was part of the agreement, and more! If you stay on top of it from the start, there should be no problem at all.

To keep track of multiple accounts simultaneously, use a system, either electronic or manual. In any case, use a system for reports, follow up, and for your own sanity!

What are your challenges when it comes to customer service after the sale? I look forward to hearing your comments. Until next time…