Chapter 5

Is closing the deal really the end of selling?

Chốt được đơn có phải là đã bán xong?

The chapter's question

Is the customer who just signed willing to refer me to others, and why?

Big idea

Good deals create the next deal; forced deals do not.

In this chapter

  1. Part 5.1

    What the New Customer Thinks

    Is the customer who just signed willing to refer me?

  2. Part 5.2

    Handing Over Internally

    What does the delivery team receive about this customer?

  3. Part 5.3

    Are Your Promises Recorded

    Is everything I promised written down for the team that follows?

  4. Part 5.4

    When to Ask for a Referral

    How long after signing is the right moment to ask?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Second Call is free to read right here.

Read in Conan School

Chapters of The Second Call

  1. 1.Am I selling to the decider, or the easiest contact?
  2. 2.Do they want my product, or an escape from pain?
  3. 3.Is rejection where I learn the most?
  4. 4.Is my list a pipeline, or a wish list?
  5. 5.Is closing the deal really the end of selling?