Phase 6—Analyzing the Negotiation, and Managing After-Sales and the Relationship Over Time
The Objectives of This Step:
• To enter ring 6 of the circle of trust
• To perform a check-up on your competences and skills
• To verify and maintain customer satisfaction
• To gather data and information that improve your knowledge of the customer
• To plan a follow-up and ease the work of colleagues
Renato made his sale and secured an agreement for the supply of the entire corporate fleet to his customer. He’s delighted, and is celebrating with his bosses and colleagues who have finally appreciated his qualities as a negotiator! In the midst of the celebrations, however, a logistics officer approaches him to tell him that, due to a shipping delay, ...
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