When you make a sale, the first thing you do is celebrate the victory. That’s OK for a minute or two, but you have to make more sales.
What you really should do after a sale is determine how the sale was made, and why the customer bought from you. This critical information will lead you to the next sale in half the time. Or less.
For years I have employed this sales law: If they like you, and they believe you, and they have confidence in you, and they trust you – then they may buy from you.
The customer bought because they trusted you. But in order to gain that trust, they first had to like you AND believe you AND have confidence in you. If those three elements were not present, trust (or trust enough to purchase) would not have followed.
