Do you know why?
Congratulations, you made the Sale!  But do you know why the client chose you?  Was it because you were the lowest price?  Was it because he liked your design?  Your references?  Your reputation?  Was it because you give a great presentation?  If you just say Thank you and leave without asking why you’ll miss a great opportunity to fine-tune your selling style.  Now, when you’ve closed the sale, is the time to determine the REAL reason why.  Your prospect has become a customer and as such you can talk with him in a different, more trusted way.  Now you can ask questions.

Ask for Feedback
“Mr. Client, we’re so pleased you chose Something Different as your interior plantscaper.  Before we talk about the schedule, can I get some feedback from you?   What made you choose us?

Write it Down
Once you get an answer make sure you write it down.  “I went with you ‘cause you were the – lowest, had the best reputation, you explained it well,” and so on.  This is good stuff and by knowing what went right , you can start to fine tune your future presentations.

Remember
Remember this information when dealing with that client again.  If they hired you because you’re the biggest, make your conversations include how you’re growing.  If they bought because they like you, stay in touch more.  They have given you clues as to what they liked about you.  Mark it in their files so you can reinforce it in the future.

In other words, reinforce the reasons they chose you.  The client just gave you the key to his total satisfaction. Use it often and you’ll unlock more add-ons, referrals, and keep his business longer.

Now go out there and get ‘em Tiger