How to Disengage After Closing a Sale
Starting conversations with sales prospects, leading them through the sales process with practical techniques, and finally closing the deal are all crucial components of a successful sales approach. However, we risk losing out on potential sales if we don’t know how to disengage politely. To make the most of our sales day, it’s essential to learn how to gracefully disengage from customers.
As a young saleswoman, I faced a significant challenge of disengaging after closing a sale. In 2007, just a year out of university, I sold home phone service in AT&T wireless stores across central Florida. During the sales process, we would discuss home phone services with customers waiting for assistance or taking care of their cell phone needs. However, since we had to call AT&T to close the deal, we often engaged with customers for ten to fifteen minutes while on hold.
Initially, I enjoyed conversing with prospects and closing deals, but after the sale, I would find it difficult to disengage from the conversation and say goodbye. It felt impolite and ungrateful until I learned how to disengage gracefully.
Once the order form is signed or submitted online or on the phone, the deal is closed. At this point, steer the conversation back to business by asking about additional services or products or requesting referrals. This puts the customer in a position to listen, think, and speak based on your questions. If there are more products to sell, continue with the rehash or referral close while continuing the conversation. Once everything is completed, it’s time to disengage politely.
If you have a business card, give it to the customer and remind them of the customer support numbers, websites, or paperwork they might need. Explain the next steps, their expectations, and other relevant customer support details. Thank them for their time and reference something they said during the conversation to emphasize their importance. Wish them a great day and let them know you need to attend to other customers or paperwork. Shake their hand and say goodbye.
Occasionally, a customer may want to continue chatting, but let them know that you would love to continue the conversation, but you have some work to get done. Most people are understanding and say goodbye at that point.
If, on a rare occasion, a customer continues to chat even after you’ve indicated that you need to get back to work, repeat yourself for a third time. Let them know that you must check in with your supervisor or colleague and get back to work. Wish them a good day, turn away, and walk back to your station or out the door. Although it may feel awkward initially, be confident and move away from them to indicate that the conversation is over. Make sure they understand that your business is complete and bid them farewell. If they were in the middle of speaking, wait for a natural pause or conclusion in their point, then politely let them know that you must get back to work and wish them a great day.
For more information on closing techniques, read What is Rehash, 4 Easy to Avoid Closing Offenses, and Master the Referral. Subscribe to our blog for more sales tips.
