Thoughtful Thursdays – On following up
Merriam Webster defines follow up as “something that continues or completes a process or activity.”
Follow up is an essential part of any sales process and surprisingly is often postponed due to busy schedules. The consequence of not following up is losing the sale.
Two questions involving follow up are when and how.
Before knowing when you are going to follow up, you must determine what needs to be done. This is accomplished during the sales call that precedes the follow up. Every call should result in an agreed to action plan for the next call. Set the timing for your follow up before you finish your call.
How you follow up can also be determined during beforehand. It may be an in person meeting, a telephone, email or another form of communication.
Every sales call leads to the next and eventually results in the close of the sale. The frequency and level of follow up depends on your typical sales cycle.
Successful sales professionals follow up when they say are going to, using the method agreed to and with the information that satisfies the needs determined in the previous sales call.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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