HTSS137 - What to do after you close a deal - Scott Sylvan Bell

It does help if you have a set routine for each deal you close. Selling on auto pilot can hurt a deal in so many ways. The end of your sales presentation should be scripted just like the beginning. 

Once your buyer says yes you have to have a game plan. The complete brain says and does silly things, you have achieved your goal. There is a danger zone once your buyer says yes to the project. If you are not careful you can unwind the deal and lose the sale. 

You can anchor the feeling internally or physically so you can retain the power of the sale. This can be as simple as rubbing 2 fingers together. 

How you act after the deal is done can signal a Dr Jekl and Mr Hyde feeling for your buyer. 

Be yourself, new salespeople act differently than someone who is desperate than a someone who is closer.

Tell the buyer / client what to expect and the next steps. Let them know the ups and the downs of your product and or service. How they will be contacted and who they will be talking to. 

Do the part to deliver what needs to be done. You do have a level of work that needs to be performed. 

One of the best feelings in the world is closing a deal. You have to choose your own personal feeling. 

When you close a deal you have POWER (freaking Power). Whether it was hard, easy, fat or skinny you celebrate the deal. A closed deal is a closed deal. Use the energy for good instead of giving yourself poor self talk. 

You can anchor your feelings and look at your goal board. The feelings and emotions you have from closing the deal can be used to your favor. 

Call your follow-ups, call the dang leads. You have natural excitement in your body once a deal is closed. Your follow-up powers are the greatest once the deal is closed. 

Once you reach out to your follow-ups call your accountability buddy or group. These are the people you talk to consistently that pump you up and you do the same for them. Talk through the deal and what you did right and what could have been improved. 

Record your own numbers and track them in your crm, even if you have a company system track everything on your own for accountability. 

Make a cold call if appropriate and restart the process. 

Most salespeople and even sales trainers don't think about what happens once you close the sale. You can get a few more extra deals a week or a month when you think through this process.