Are you missing post sales activities in your sales process? Discover how a clear fulfillment process can reduce client anxiety and solidify strong relationships.
We've made it to the final steps in the Sandler Selling System: Fulfillment and Post-Sell. Fulfillment can be described as the overall presentation i.e how a salesperson is going to solve a potential customer's challenges or issues. While Post-Sell can be best described as the dress rehearsal for a future scenario once the sale has been made.
The best way to avoid confusion is to ensure your Fulfillment step is clear and articulated and the best way to minimize anxiety during conversation is to ensure your Post-Sell step is present and concise.
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Video Transcript
Fulfillment is nothing more than how we're going to fulfill to solve a potential customer's challenges or issues or, basically, our presentation.
A post-sale step is a dress rehearsal for a future scenario that may occur once a sale has been made. Fulfillment isn't something that's out of the ordinary, right? Fulfillment, again, is a presentation. The true benefit here, though, lies in how clear and articulated that fulfillment step is to avoid confusion.
The benefit of the post-sale step is to minimize anxiety and surprises and help keep both people on the same page so we understand where we're heading.
Many salespeople don't skip a fulfillment or presentation step. The challenge is that they typically present too much.
So the issue that can arise there is that we can do a great job from a sales perspective, but as the conclusion of that conversation goes, we can undo everything great we just did. You start to hear more things, like, well, let me think about it, or is this a lot of information to digest versus that's exactly what we're looking for? That's how you know if that step was missed or improper.
From a post-sale side of things, if you get a lot of, I didn't realize that. I didn't know that was going to happen. When you first look at the fulfillment step, this is our demonstration of proper competence. Right? If we've done a great job of diagnosing before, now is our chance to get the proper prescription. If we did a great job throughout the sales process, this is now about how we can enhance the start of the client relationship process moving forward.
