Following up is one of the most important things a sales person will do.
As much as we would like to close every prospect on the first connection, it doesn’t work like that. The question becomes, how do I follow-up with them in the most effective way possible?
It is so important to have a strong selling style but the follow-up process needs to be paid attention to as well. This is so important because it provides leverage for the next conversation when you actually set the follow-up expectation and when you execute said follow-up.
Have a process and stick with it.
Here are my suggestions for how to of follow up with a new sales prospect:
1. ASSESS THE SITUATION
Sometimes a follow-up is necessary and sometimes it isn’t. It is very important to look at this like a fork in the road.
You did the value pitch, they…
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