From the course: Selling into Industries: Healthcare
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Delivery
- Have you ever heard that people remember the first and the last thing you said. But tend to forget that stuff in the middle? It's called the Serial-Position Effect. And it's why the delivery or implementation handoff is one of the most critical components of your sale. One of the biggest mistakes reps make is running out the door the second the customer signs on the dotted line. It makes your customer feel isolated and it makes you look purely self-focused. Instead, try to make your customer feel taken care of and at easy through this handoff. There are a few things you, as a rep, can do to help. First, set expectations. If you're handing off your sale to a customer success team or an implementation manager, say so when you first talk about implementing. If your buyer is assuming that you'll be the point person from here on, it's best to clarify before they're left feeling very alone. Second, make it a warm handoff by making that personal introduction. Telling the client, you'll get…
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