Chapter 10Follow‐Up Strategies
Now we get to the part of the sale that top producers really excel in: planning for and following through up with prospects that don't close right away. Believe it or not, many sales reps make half‐hearted attempts to pursue a prospect who puts them off, and when they do follow up, if they are put off again, they often give up or let themselves be defeated by voice mail or emails that go unreturned. As you'll learn in this chapter, effective follow strategies are a key to the success of top producers. They recognize follow ups as just another recurring selling situation, and because of this they prepare in advance with best practice techniques that help them succeed. And after reading and following the techniques and proven strategies in this chapter, you will too!
The Proper Way to Set a Call Back
Not all sales close on the first—or even second or third, and so on—closing call. Because of that, it is often necessary to set a call back to move the sale forward. Like most parts of a sale, the call back is one of those recurring selling situations that you, or your sales team, will find yourself in countless times a day or week. Because of this, it is important that you develop and then script out a best‐practice approach to handle it effectively. Unfortunately, many sales reps have never given the call back (or very many other parts of their sale) much thought. Instead, they ad‐lib it and so develop ineffective and bad habits. Some of these include: ...
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