Episode 6: The Sales Process: The Post Game Review

In today’s episode, Ben shares a story of buying a house and how the experience relates to the sales process. After purchasing the home, the real estate agent that had managed the sale kept in touch with him regularly over the roughly ten years that followed. When it came time to sell the house, he made the easy decision to go with the same agent due to the level of trust and relationship that had been built. An illustration of how important it is to create a habit of building relationships with customers and to keep them engaged over time.

This episode discusses the fifth and final step of the sales process: the Post Game Review, or Key Account Management Program. Ben shares four key initiatives that should be implemented into a team's process. These four initiatives are based on Ben's experience working with hundreds of salespeople and teams over the past 20 years. These initiatives are aimed at helping teams stay in touch with customers and building future pipelines.

0:00:00 Intro

0:01:12 Selling a House Experience

0:02:35 The Post Game Review

0:03:09 Recap of Previous Episode

0:03:33 4 Key Initiatives to Implement in the Post Sales Process

0:04:01 1. Brand

0:006:37 2. Seamless Flow of Information in the Business

0:8:24 Stay Involved

0:09:21 Delivery: Data Hygiene

0:09:54 Delivery: Limit the Number of Handovers

0:11:16 Delivery: Remain Involved in The Handover to Delivery Departments

0:012:08 Delivery: Customers Must Receive Communication

0:12:43 Delivery: Sign-off by Multiple Departments

0:12:57 Delivery: Fast Feedback Loops

0:13:17 Delivery: Involvement Per Sale

0:15:00 3. Mistakes are Fixed Quickly

0:16:47 4. Meet With the Customer When The Job is Done & Thank Them

0:18:33 Recap

0:20:41 Health and Fitness Tip

0:21:47 Outro

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