This is the final phase in the VA Partners Path to Sales Success. In this phase the solution is fully rolled out and the customer has paid the bill in full. The other step that is often forgotten is to ask the customer to be a reference. This is done for obvious reasons, to be able to leverage the win, the other is to insure that the roll-out and solution met the customers expectations. If you hear a no, then you can ask additional questions about why they are not able to give you a reference.

Sometimes it could be corporate policy, but in others it is a reflection of unhappiness.

You would then have the opportunity to work with the customer to fix any issues and make them a happy and reference able account. Also remember that there are often multiple opportunities within accounts. It could then be the time to look for and start working on the next opportunity within the account.

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