MILESTONE #4
Transitioning from Pre- to Post-Sale
You just got the call. Made the sale. After a little celebrating, what next?
Many salespeople think that their sales process is now done, but remember that your customer’s buying process isn’t over. For them, the important part is just beginning.
In his 1986 book The Marketing Imagination, Harvard Business School professor and marketing guru Theodore Levitt wrote that the relationship between buyer and seller doesn’t end when the sale is made. “The sale merely consummates the courtship. Then the marriage begins. How good the marriage is depends on how well the relationship is managed by the seller. That determines whether there will be continued or expanded business, or troubles and divorce.…” ...
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