Your prospect signed on the dotted line! All your hard work… the sales calls, the meetings, the sales presentations… it’s a done deal! No it isn’t!!!
Have you ever noticed your customers who are the most enthusiastic and pleased on day one are the most likely to suddenly be dissatisfied on day two? What precipitates this plunge from paradise to purgatory?
The root cause of most customer dissatisfaction is a difference in perception between buyers and sellers. For most sales people, the sales process comes to an end when the customer says “yes.” For most buyers, the sales process is just beginning when they say “yes.”
To keep customers for life, you must change your frame of reference, Get Into Your Customer’s Head, and see things from the customer’s perspective. You must start seeing the “close” of a deal as the beginning of a new sales process.