Presentation notes from our July 2015 course on following up.

1. Win for your business
Introduce the most new members to The
Online Sales Manager in any quarter and
you will win to spend on your business.
Full details available at:
www.increasesalesnow.co.uk/competition
More than just a website
www.increasesalesnow.co.uk

2. More than just a website
www.increasesalesnow.co.uk

3. Following up
• Keep your proposals on track with effective
follow up
• What are your objectives for today?
• Our topics for discussion:
• Following up on proposals and quotations
• Avoiding the dreaded ‘No’
• Spotting the signs lost opportunities leave behind
• Keeping prospects hot More than just a website
www.increasesalesnow.co.uk

4. The Sales Process
More than just a website
www.increasesalesnow.co.uk
Suspects
Prospects
Qualified
Quoted
Follow up
Customer Client
Advocate
Leads/referrals

5. Some questions…
More than just a website
www.increasesalesnow.co.uk
• Is having the best solution enough to win
you the business?
• What else do you need?

6. Key principles of selling
More than just a website
www.increasesalesnow.co.uk
•A sale is never lost at the end
Only ever at the beginning
The trouble is, you don’t find out until the end
•Your job is not to get people to say ‘Yes’
You job is to enable people to say ‘Yes’ or ‘No’
and

7. The sales process
More than just a website
www.increasesalesnow.co.uk
Rapport
Need
Solution
Close Objections

8. The sales process
More than just a website
www.increasesalesnow.co.uk
Rapport
Need
How do we lose the sale during rapport
building?
• Lack of trust
• Lack of respect
• Active dislike
• Poor first impression

9. The sales process
More than just a website
www.increasesalesnow.co.uk
Rapport
Need
How do we lose the sale during needs analysis?
• Interrogating instead of conversing
• Not feeding back information
• Not establishing yourself as an expert
• Not gaining the information you need in order to fulfil
your sales process

10. The information we need
More than just a website
www.increasesalesnow.co.uk
•How will the decision be made
• Who is making that decision
• When will that decision be made
Optionally
• What is their budget

11. How does this benefit us?
More than just a website
www.increasesalesnow.co.uk
• We know when to follow up
• We know who to follow up with
• We know how it needs to be done

12. How do we implement this?
More than just a website
www.increasesalesnow.co.uk
• Use your CRM system or diary
• Keep detailed notes
• Do what you say you are going to do

13. Remember
More than just a website
www.increasesalesnow.co.uk
There are only two things that are
important in business
Everything you say
Everything you do

14. Our next meeting
Wednesday 5th August
Coffee and networking from 9.30 am
10.00 – 12.00 am
The Portfolio Centre
Customer Collaboration
More than just a website
www.increasesalesnow.co.uk

15. Win for your business
Introduce the most new members to The
Online Sales Manager in any quarter and
you will win to spend on your business.
Full details available at:
www.increasesalesnow.co.uk/competition
More than just a website
www.increasesalesnow.co.uk