Just closing is for losers, keeping the doors open is for winners
Closing is not the answer
Karl Goldfield in explains in “Mr.Sales Evangelist: Closing is not the answer” that it is best to keep the doors open during the entire sales process and keep them open once the purchase order arrives.
During the entire sales process:
- Investigate and ask the right questions
- Redefine and qualify the requirements of your potential customer.
- Adjust your proposed solution to any changes in requirements.
- Keep explaining the potential customer over and over again your
solution is the better one by stating their requirements and conditions.
Customer retention
Once the deal has come in, you cannot drop them but you have to keep contact, as you:
- Have build confidence by listening to them
- Have brought the best suited solution (you told them during the selling).
- Have engaged the customer
- Have built a relationship with your customer
This engagement and relation will lead to your next possible sales to this customer.
Customer retention has more value than Lead generation.
Getting new leads can be exciting; keeping customers will bring more income as there are fewer costs involved.
Are you a closing salesman or a retention salesman?
Note: LEADSExplorer will increase your lead generation, inform during the sales process and improve customer retention as you will know who visits your website, when and their interests in your solutions.
More from LEADS Explorer
- The most important step in the sales process is not the closing
- The hardest thing to say to a customer is: “No”
- Business is going fine! Says the CEO – Don’t believe it
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