Last week, we discussed what buyers want salespeople to do more often and more consistently, based on our 2018 Buyer Preferences Study. Four behaviors were at the top of their list, and one of them was to focus on post-sale.
“Post-sale? But that’s a service issue.” I hear you. It is, unless it isn’t. The point is not that salespeople should become service professionals. It’s that salespeople shouldn’t run away after they have worked with a buying team for weeks or even months to provide insights and perspective, and to be relevant and valuable for each member of the buying to help them to make their best buying decision. For a salesperson to disappear post-sale casts doubt on the wisdom of buying from that person, that company, to begin with. None of us want to be treated that way.
Look at the situation with the buyers’ eyes, and what we heard