If you sell products that require installation or delivery, use this event as an opportunity to have another sales interaction with the customer. Of course you want to find out if the installation (or delivery) met the customer's expectations, but after doing so, ask your customer...
..."What else do you need?" or
..."What else can I help you with?" or
..."When will you need more [insert product here]?"
Or ask for referrals. By asking the right questions, you may uncover additional needs, or additional information that will help you serve your customer in the future. Asking only, "Did your installation go okay?" won't give you the information you need to generate additional revenue.
Ask questions. Learn. Explore. Investigate. Sell more!
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Skip Anderson is the Founder of Selling to Consumers Sales Training,
a B2C and retail sales training and management consulting company. Skip
is nuts about helping companies and individuals sell more.
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