The Finish Line: What to do AFTER the Prospect Says “Yes!”

by | Jul 15, 2020 | Blog

Imagine you’re watching a race. One runner has a considerable lead over the competition and the finish line is just a few dozen yards from him. 

Victory seems certain, but suddenly, he stops short to chat with someone in the crowd. Before you know it, he’s dead last.

It sounds crazy, doesn’t it? Imagine throwing away victory at the last moment.

Sadly, it happens all too often in sales.

It’s easy to put so much focus on getting the prospect to say “yes” that you may not consider what to do AFTER they have made the buying decision.

Even experienced salespeople often hear a “yes” from the client but continue to discuss the features and benefits of the deal.

Whether caused by nervousness or overenthusiasm, you can find yourself babbling about your product as your formerly convinced client loses interest in the deal.

When you hear a “yes”, “let’s do it”, or “I’m ready to buy”, here is what you need to do: stop PITCHING and start DELIVERING.

You don’t need to say another word about the features of your product or the compelling reasons they should buy. The prospect has already decided to buy, and they are interested in the next steps.

Overpitching your product gives no value to your prospect, and may actually be harmful to the deal.

The more you delay next steps by over-explaining your offer, the further you move from the focus and interest of the prospect.

That’s when they start to second guess. A surefire deal can turn sour right before your eyes.

Avoiding this outcome is simple; keep the sales process focused on the prospect.

It’s about THEM, not you or your product. They have a problem, and your offer is the solution. The goal of your pitch is to identify the problems facing the prospect and to educate them on the aspects of your offer which solve those problems.

Once you’ve achieved those goals and the prospect has decided to buy, further analyzing and explaining is a waste of their time and yours.

Once they give the green light, get started on delivery. Process the payment, enroll them in the program, schedule the delivery date; take the next step, whatever form it takes.

Selling is a relationship. Every step in the process, from the initial offer to the delivery and results of their purchase has an impact on your relationship. Moving forward at the pace of the prospect demonstrates your respect for their time and that you have their interests at heart.

Every moment after the prospect agrees is an opportunity to begin demonstrating value for your client. Stop talking; start doing.

Refine the process of smoothly transitioning clients from the sale to delivery. The better their experience, the stronger your business relationship will be.

So next time you’re at the end of the race, cross the finish line and look good doing it!

How a 30K Salesperson Becomes a 300K Salesperson

How a 30K Salesperson Becomes a 300K Salesperson

Sales is a lucrative career if you work it right; in fact, it’s perfectly attainable to scale your earnings up to six-figures through commission alone. Whether you’re looking to grow your pay on a commission-only basis or atop a base salary, it’s not a matter of pure...

How to Interview and Hire Top Producing Salespeople

How to Interview and Hire Top Producing Salespeople

When you're in sales, attracting top talent is tough. It may seem like everyone out there thinks they have what it takes to be a good salesperson, and working in sales would be a convenient career change. However, what you want is to find someone with the potential to...

Three Magic Words Every Salesperson Should Know

Three Magic Words Every Salesperson Should Know

We live in a world where the sales landscape changes at light speed every day. Being an effective salesperson in this environment is tricky and requires knowing how to approach both potential and existing clients to create and maintain all-important relationships....

Why Your Sales Incentive Program Doesn’t Work

Why Your Sales Incentive Program Doesn’t Work

Businesses are always looking for ways to improve performance and increase sales, especially in the wake of low-performing years such as 2020. Many try staff incentive programs to accomplish goals; the problem is … many of these plans fail. Avoiding some common sales...

What’s Your Deal: Production or Reduction?

What’s Your Deal: Production or Reduction?

Production and reduction both carry the benefit of potential increased profitability and risks of reduced profit. Learn how to decide between production and reduction, and how a sales consulting business like Sales Arbiter can help you make the right choice. An...

4 Steps to Landing Your Dream Client

4 Steps to Landing Your Dream Client

Whether you're a sales manager working for a huge conglomerate or you're a brand new entrepreneur just launching your business, you probably have a client you dream of landing.  You can land that dream client if you think strategically and implement the right...

How to Sell in a Down Market

How to Sell in a Down Market

Selling is tough in a down market, and the wrong approach could have serious consequences for your bottom line. Economic troubles can cause hardship for everyone, but salespeople are hit especially hard since they're dealing with an environment that makes it much...

3 Ways to Maximize Sales Territory Efficiency

3 Ways to Maximize Sales Territory Efficiency

Optimizing efficiency should be one of your priorities throughout your entire sales strategy, but it's especially important when it comes to sales territories. Sales territory management is one of the most important factors in any business's success. Even if your...

4 Tools You Need to Hire the Right Salesperson

4 Tools You Need to Hire the Right Salesperson

Hiring the right salesperson for your team can be tricky. You not only need someone with the right experience and talents, but the right personality and flare for selling what your business offers. Additionally, the chance of hiring the wrong person is a bit higher in...

10 Words Salespeople Should Avoid Using

10 Words Salespeople Should Avoid Using

When talking with prospects, most people know they should focus on the other person’s needs and attempt to provide solutions. But, did you know there are certain words you shouldn’t use or should avoid overusing? Statistically, many of these words actually reduce a...