Fulfillment and Post-Sell
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.