Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit

4

Setting Up the Follow-Up

Too many salespeople think of follow-up as an isolated step that takes place down the road. But a sale is better considered as one extended narrative, a conversation that begins with the first point of contact and continues through the purchase process.

DO YOU REALLY NEED TO FOLLOW UP?

In a book devoted entirely to the practice of follow-up, it might seem rather bizarre for me to suggest that, in a perfect world, this is something you really should not do. In a perfect world, the prospect makes a purchase decision at the conclusion of the presentation and no follow-up is ever needed.

While the practice of follow-up remains a critical discipline and a habit that you must master, I would be remiss if I didn’t remind ...