Which statement is true about phasing out your role in a solutions sale?

Question

Options

• AYou should announce a date when you will no longer be active in the project, at which time the
• BOnce you complete the pilot and install the solution in the department, your role is over.
• CYour role is never really over as this is how you maintain a relationship with your customer.
• DYou role is over when the customer tells you he no longer needs your services.

• A
  2% (1)
• B
  2% (1)
• C
  91% (41)
• D
  4% (2)

Explanation

In a solutions sale, the relationship with the customer is ongoing because your value extends beyond the initial transaction - you serve as a trusted advisor, monitor solution performance, identify new needs, and generate repeat business. Option A is wrong because announcing a hard end date signals disengagement and damages trust rather than nurturing the relationship. Option B is wrong because completing a pilot or installation is a milestone, not a finish line - post-implementation support and follow-up are critical parts of the sales cycle. Option D is wrong because waiting for the customer to dismiss you is reactive; proactive relationship maintenance is what differentiates great sales professionals.

Memory tip: Think of solutions selling as a subscription, not a transaction - your job renews as long as the customer has evolving needs.

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