20THE IMPORTANCE OF POSITIVE FOLLOW UP
A salesperson I knew spent weeks preparing for an important call. He researched, contacted all the right people throughout the prospective company he was trying to sell to, and made elaborate, color-coded charts showing who reported to whom, so he’d be aware of protocol when talking to everyone there. He rehearsed his presentation several times with his coworkers and once or twice with his wife, apparently. He assembled an impressive set of PowerPoint slides—images, words, and numbers were whizzing in and out with “zips!” “pings!” and “whooshes!”
And the day of the presentation seemed to justify all that preparation. He sailed through it without a hitch. Everyone who heard it agreed it was one of the best ...
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