SAS: Selling After The Sale

Overview

In this training program, we discuss an often-overlooked and ignored aspect of selling, and that is the follow-up selling after the sale is made. This program will share with you how to follow up effectively after the sale, and build and maintain relationships for increased sales.

So you have the sale. Now what?

In the introductory part of the program, we talk about all of the steps that need to be taken to cement the relationship after making the sale. We discuss the importance of gathering account information, making a plan for the initial after-the-sale contact, and the kinds of questions you will want to ask that client to maintain the communication and the service level that will exceed their expectations.

The critical first contact

Now that people are prepared to make the initial contact after the sale, we give them six specific techniques and tools to use when contacting that new client. We’ll also discuss unique and creative methods of following up.

How to gain the edge over the competition

In this section of our training, we give the participants 12 incredible techniques for blowing away the competition, and give them a real edge over other organizations that are calling on your clients. Techniques like acknowledging milestones, the enthusiastic exceeding of expectations, and increasing your added value help you make sure that you’re staying ahead of your competitors.

Ongoing relationships

In this part of the training program, we talk about techniques for following up with clients that make them feel valued and appreciated. Then, in an interactive exercise, we’ll have groups come up with a list of communication methods for following up with customers as well as a lot of interesting ideas about doing that.

Increasing sales

In this section of the training, we talk about some very creative and innovative ways for increasing sales, which include techniques called the “add-on,” the “promotion” and many more. These are techniques that can be used to incrementally increase sales, which many people rarely think of doing. Not only do we provide good ideas and techniques, those ideas often inspire attendees to come up some of their own creative ideas as well.

Understanding what makes them tick

In this part of the program, we cover the understanding of behavioral styles, which includes understanding your style, understanding the style of the client, and understanding how to adapt your communication and approach to their style. We then discuss how to sell and serve each style individually.

Measuring where you are

In this segment of the training program, we talk about the importance of providing metrics for servicing each client, so you can measure how are you doing. After all, you can’t hit a target if you don’t know how close you are getting to it.

The service element

In the last portion of the program, we talk about seven techniques for providing excellent customer service both before and after the sale that will exceed their expectations.

Action Plans

We wrap up the training session by asking each person to create a comprehensive action plan as to how they are going to apply what they have learned.

Class Formats:

  • Option #1: Full day program

  • Option #2: (2) webinars

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