The Conversion Code, 2nd Edition

Chapter 35What to Say after They Say Yes

Congratulations are in order, you made the sale. You cracked The Conversion Code.

Now, finish the call strong so they don't back out or ghost you before you get paid. “Hit-and-run” selling is when a salesperson makes a sale and then within a few seconds of getting the yes says, “Okay, great, thanks, bye.” or “Thanks for your time. I will be in touch. Have a nice day.”

It's a rookie move that we make in the heat of the moment that is easily avoided. As soon as someone says yes, you are going to say exactly what you said when you identified the moment to close them during your FBTs: “Great. So, here's what happens next.” Instead of foreshadowing the next steps in buying like you did last time, this time you are going to foreshadow the next steps in being a customer.

For example, “Here's what happens next. I'm going to send over everything we discussed, plus some additional information you will find useful that we send to our new customers. Then, x is going to happen. Then finally, y happens. Make sense? Good!”

In all seriousness, come up with exactly what you want to say after they say yes because you will be hearing it a lot more now. Many commissioned sales jobs have what is called a “clawback,” where they take money back out of a future check if someone cancels after they buy. There is no worse feeling in sales than having your commission taken back.

By foreshadowing the next steps in the process, you can do your part in reducing churn ...