Closing the Meeting or Closing the Sale
The fulfillment step is where you deliver that solution and secure your sale. Most sales processes call this the presentation step; however, it could be a proposal or informal discussion depending on what fits your client’s decision-making process. You will also want to take the pressure off of the presentation. If we have correctly implemented s Selling System, fulfillment should just be a confirmation of the agreements that have been made along the way. This is not a high pressure, expensive, and rehearsed presentation attempting to stumble upon a reason for the customer to buy.
At the end of your presentation, you want to get a lot of yeses, a few noes, and nothing in between— no stalls, objections or think-it-overs. If you do get something in between, though, you probably didn’t build enough trust or perform enough discovery earlier in the sales process.
If you get a yes or a no, then you move on by setting up an ideal client or referral relationship in the post-sell step. Once you get a “yes,” don’t just grab the check or contract and get out before anything goes wrong. That doesn’t make the new client feel appreciated, and they could slip into buyer’s remorse. They also probably need a new set of expectations about what is going to happen as they transition from prospect to client.
At this stage, you can also deal with any unresolved issues (like existing vendors); ask for referrals; or begin a conversation about repeat business. If you hang in there for a few more minutes, a lot of problems can be avoided.
This will also separate you from traditional salespeople and position you as being a trusted advisor.
The fulfillment step is where you deliver that solution and secure your sale. Most sales processes call this the presentation step; however, it could be a proposal or informal discussion depending on what fits your client’s decision-making process. You will also want to take the pressure off of the presentation. If we have correctly implemented s Selling System, fulfillment should just be a confirmation of the agreements that have been made along the way. This is not a high pressure, expensive, and rehearsed presentation attempting to stumble upon a reason for the customer to buy.
At the end of your presentation, you want to get a lot of yeses, a few noes, and nothing in between— no stalls, objections or think-it-overs. If you do get something in between, though, you probably didn’t build enough trust or perform enough discovery earlier in the sales process.
If you get a yes or a no, then you move on by setting up an ideal client or referral relationship in the post-sell step. Once you get a “yes,” don’t just grab the check or contract and get out before anything goes wrong. That doesn’t make the new client feel appreciated, and they could slip into buyer’s remorse. They also probably need a new set of expectations about what is going to happen as they transition from prospect to client.
At this stage, you can also deal with any unresolved issues (like existing vendors); ask for referrals; or begin a conversation about repeat business. If you hang in there for a few more minutes, a lot of problems can be avoided.
This will also separate you from traditional salespeople and position you as being a trusted advisor.