‘Successful Selling Only Begins With the Sale’ – Entrepreneur
George Deeb says, “Let’s face facts. Sales people love to close sales, because that is how they are incentivized, through sales commissions. Call it the thrill of the hunt. And, most sales teams, sales managers and sales pipeline reports are all built around closing the sale. But, the sad reality is, closing the sale is only the first step in hopefully maintaining a long-term recurring relationship with that customer. That’s going to require impressing them, time and time again, throughout the course of the relationship. Which means: you never really end the sales process at all. Let me further explain.
Getting from pilot programs to long-term contracts.
Most enterprise scale contracts never start at the full level. Customers typically like to “try before they buy.” As an example, maybe they will commit to running a $50,000 pilot program with you, before handing over $500,000 for the full cost of the annual license. So, what does that mean? Your salesperson most likely got the adrenaline lift from closing the pilot program, and they are on to hunting the next big deal. But letting that happen is a huge mistake”.
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