Thoughtful Thursdays – Follow up with purpose

There is more to following up than just following up. Today’s sales thought is about ways to improve your follow up activities.

Follow up is key to making an increasing sales. Although an integral step in any sales process it is often the step that is skipped and sadly results in missing a sales opportunity. The successful sales professional will have developed a follow up strategy with objectives and specific actions that will shorten their sales cycle. Do you have a sales follow up strategy or strategies?

• Telephone?
• Email?
• In person?
• Other?

Once you have decied on your strategy, how do you plan to implement it? What I am referring to is the timing and content of the conversation. Do you know specifically what you are following up on? It needs to be more than just following up. Set the expectations you have for the call. They should be based on the action plan from your previous call. Do you know what questions you need to ask? Do you have information for your prospect from the last call.

Remember that each call leads to the next and that the eventual outcome is the close of the sale.

Plan your follow up activities and execute with purpose, do not leave it to chance. Be there for a reason and close more opportunities faster.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.

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