Sales & Marketing Management

The wrap-up

When the sale has been made: know when to quit. Don't talk yourself out of the
sale.

Follow up

Often follow up meetings are necessary for several reasons; for example, to
clarify details, plans, or gain information. These are all mini-selling situations
that offer opportunities to reinforce the customer's buying decision.

Make another appointment at the conclusion of all meetings and determine its
purpose.

At the very least, you should never leave a meeting without arranging a definite
time to contact the customer on the telephone to set the next appointment.

You must keep the flow of the selling cycle in motion. A rule of thumb for
keeping things alive is not to allow more than three or four days to go by
without making contact.

Wrap up the meeting smoothly as follows:

Û Relieve the pressure

Û Thank the customer

Û Assure the customer of a wise decision

Û Restate your commitment

Û Assure the customer of your performance

Û Set a date for the next appointment

Û This can be a delicate phase of the presentation. It takes practice to

conclude the presentation with grace and sincerity while making the

customer feel good about the decision she/he has made.

Û Do not drag out this phase! Complete it and make your exit.