July 2020
Intermediate to advanced
208 pages
4h 21m
English
Not all follow-up is created equal; different situations call for different methods. The sales professional must think strategically in choosing which tool to use for which job.
You wouldn’t use a hammer when trying to unclog a toilet nor a plunger when trying to drive a nail. There are different tools for different jobs.
Need to confirm a follow-up appointment? A phone call could be obnoxious. Need to share some unpleasant news with a prospect? Stay away from text messaging.
Pick the method that best suits the situation.
Too many salespeople choose the communication method based ...