Skill
You just sold the biggest deal of your year…congrats!
Why’d they buy?
Seriously. What was the reason your former-prospect-now-client handed over gobs of money?
Sorry to break the news, but it wasn’t just your natural charm and strategic mastery that won the business. Finding out all of the real reasons they bought will help you throughout this sale and the next.
Probe to learn specifics about what made your buyer take the leap while you’re giddy in the honeymoon stage.
Do
If you recently made a sale, do whatever it takes to get 10 minutes of your client’s time on Zoom or the phone.
Proudly announce: "I’m thrilled to earn your business and trust, but if you wouldn’t mind, can you tell me exactly why you bought us?"
And then…be quiet. Listen.
When you’re done with your primary KDM, move to a few other top buyers so you can probe to learn their reasons – AND their motivations, too. What you learn will yield tips on approaching them now and how to sell each in the future.
Oomph
Do you have a "Closed-Won Dance?" Ya know, a little celebration wiggle that makes you feel warm, fuzzy, and giggly.
After you click the closed-won box in your CRM, you deserve a short moment to let it all out. (Ringing the gong is so boooooorrrrrrrring).
Check out these football touchdown dances in this YT short, and let them inspire you to create your very own celebration move!
You work hard to break business…a mini celebration is deserved!
"Many of life’s failures are people who did not realize how close they were to success when they gave up." Thomas Edison