Perhaps the most important and overlooked steps in any sales process is the follow up. I consider every call after the first as follow up.<\/p>\n
If you subscribe to the thought that each communication leads to the next, then it is all about follow up. Subsequent calls come as a result of doing something previously agreed to. It may be that your prospect needs time to gather information or perhaps you need to conduct research to address their questions.<\/p>\n
In all cases, follow up is best addressed as a routine part of your sales planning process. Make a habit of concluding each call with an agreed to date to talk again and note it in your calendar. Work back from that date and schedule your activities accordingly to make sure it happens on time and meets expectations.<\/p>\n
The best time to follow up is when you said you were going to. That is when your prospect will be expecting to hear from you.<\/p>\n
Good selling,
\nRichard<\/p>\n
Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"