One of the biggest mistakes i see sales professionals make time and time again, is in failing to consolidate the sale.
Imagine buying a house that needs to be refurbished and brought to a decent standard in order to be able to rent it out to prospective tenants.
Now Imagine the time, materials, and money you will need to invest into that property to achieve that goal.
Imagine for a second, you’ve invested your time, money, sweat equity, and now the property is in an immaculate condition. The only thing you forgot to do was to put a lock in the front door and insure the property.
After a few days you come home to see the property has been set on fire and all of a sudden it dawns on you, that you have forgoton to insure the property.
How do you think you would feel?
What thought will float through your mind?
This is exactly the same scenario that could happen if you fail to consolidate the sale.
You have done a great job in selling your product or services to your client, but you’ve forgoton to consolidate the sale which then leaves your client wondering whether they have made the right decision or or not, so in a state of panic they cancelled the order which now means the sales is lost
Who is to blame in this scenario? Absolutely you and nobody else.
You see the purpose of consolidating the sale is to leave the client feeling satisfied about their buying decision.
It is important your client feels they made the right decision choosing to do business with you, because as long as they are convinced of that, the possibility of them changing their mind is drastically reduced
Imagine you are in the real estate business and part of your services include property management, and now you’ve just managed to sign up a reluctant client.
Below is an example of how you can consolidate the sale
“Thanks john for making a wise decision to use my company to manage your portfolio. You’ve made a great decision to secure the future of your children and eliminate the needless phone calls from tenants which now means you can use the free time to focus on what really matters which is time with your family.
The next thing to expect will be a phone call from my administrator, welcoming you on board and updating you about our visit to the property just to introduce ourselves to your tenants as the new management agent.
You will also get our welcome pack in the post which will include a copy of the signed terms and conditions . You will also receive a call tomorrow from the portfolio manager we have assigned to your portfolio and he will be your point of contact
Once again congratulation for making such a great decision to secure the future of your family and free up more time to spend with them”
Doing all the above gives your client reassurance that they have made the right decision, instead of having sleepless night wondering if it was the right decision or not.
The key focus here is to pre-empt every possible scenario you can think of and plan an effective response ahead of time
Wishing You Success
Seyi(The sales Conversion Expert)