CHAPTER 8

Participation Continues: Stay Engaged After the Close

To create a nonstop sales boom, sellers must stay engaged in the last step of the Participation state on their Sales Radar. This is your product or service customer onboarding and project implementation step.

Traditionally implementation has been left to other departments—shipping, consulting, professional services, customer service, etc.—but it’s exactly this disengagement from sales during delivery that can help to create sales busts. I’m not suggesting that sellers be in charge of the delivery. I am saying that they need to be involved, present, and informed of how the project is going at all stages of the work.

There are three critical reasons for why sales needs to be engaged ...

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