Let’s face facts. Sales people love to close sales, because that is how they are incentivized, through sales commissions. Call it the thrill of the hunt. And, most sales teams, sales managers and sales pipeline reports are all built around closing the sale. But, the sad reality is, closing the sale is only the first step in hopefully maintaining a long-term recurring relationship with that customer. That's going to require impressing them, time and time again, throughout the course of the relationship. Which means: you never really end the sales process at all. Let me further explain.
Read the rest of this post in Entrepreneur, which I guest authored this week.
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