Keeping the Business

The key to success in sales is not how many deals you make, but how many deals you keep. If your rescission is too high, take a look at these three things:

1. Your Presentation: Are you giving 100% and executing every step every time? You must build value to the highest level. Remember, people purchase out of emotion, but keep your product out of logic. 

2. Paperwork: Do you do your own paperwork? You must understand it backward and forward. Have a good verification process and follow it every time. Deliver this with a high level of confidence. A good final question after paperwork is complete: "How will you be celebrating your purchase tonight"?

3. Follow-up: Again, a follow-up process is imperative. How many times do you contact your customer post-sale? When do you make contact? Silence is NOT golden, here. 

Improve each of these three aspects and you will keep more of the business you sell.

To learn more on this topic, try the book below.