9

Selecting the Right Follow-Up Method

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.

THE PATH OF LEAST RESISTANCE

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.

We become what we behold. We shape our tools, and thereafter our tools shape us.

—MARSHALL MCLUHAN

Too many salespeople choose the communication method based ...

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