This document provides strategies for effective sales follow up. It emphasizes that follow up is important because not every sales presentation results in an immediate sale. It recommends scheduling a follow up meeting or call and sending a thank you letter after every presentation. The key aspects of follow up are confirming interest in the product or service, attempting to set a specific follow up date, and calling at the scheduled time to provide more information to help close the sale. It also advises involving a sales manager in the follow up process if needed. While follow up takes more time and effort than a one call close, it is necessary to fully pursue sales opportunities and insist that prospects recognize the value the salesperson's product or service provides.
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
It is one of the integral part of the Guidance Office. Follow Up it one of the services offer by the Guidance Office to monitor the progress of the students/pupils that were referred, placed or counselled.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
It is one of the integral part of the Guidance Office. Follow Up it one of the services offer by the Guidance Office to monitor the progress of the students/pupils that were referred, placed or counselled.
4 Critical Factors to Sales Follow Up Campaign SuccessPouyan Salehi
There's no one magic formula for outbound sales success, but there are 4 key factors that will dramatically increase your chances of getting replies.
Take each into consideration when crafting your outbound sales campaign and track your results.
Use our proven email templates for even better results.
Good luck, and happy closing!
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80% of all sales require 5 follow ups and yet most salespeople and business owners follow up 1-2 times.
Our system helps small business owners and sales people AUTOMATE their follow up so they can get clients on AUTO PILOT!
As social selling is rising in public awareness, so do studies exploring its effects on sales processes and consequently quota achievement. In order to capture a broader set of such numbers, I put together a slide deck listing 42 impressive social selling statistics.
15 Statistics to Help Improve Your Sales PerformanceWrike
http://www.wrike.com/blog - As you improve the performance of your sales organization, check out these stats on what works (and what doesn't) when trying to close a deal.
Services of the Guidance Office:
1. Individual Inventory
2. Information
3. Counseling
4. Assessment and Appraisal
5. Referral
6. Follow-up
7. Consultation
8. Research and Evaluation
9. Prevention and Wellness
10 reasons why people don't buy from you and what to do about it details 5 common sales and top 5 marketing errors made by businesses when reaching out to win new business and was used at a keynote speech during a recent North East Expo
Sell Without Selling - Tips to Rock Sales and ProposalsBrent Bice
This presentation explores what successful salespeople do to differentiate themselves and ultimately win bigger and better projects.
We discuss SPIN selling, positioning statements, scripts, proposal templates and more.
Inform, don't sell - selling in the social media ageCraig Pickering
Selling has changed with social media...forever.
If you don't recognise this, then your business will suffer and you will lose to those who embrace this new selling technique.
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
How to Deal with Voicemail During Sales ProspectingSalesScripter
Prospects are reluctant to answer their phone. As a result, you can sometimes spend more than 50% of your prospecting time reaching prospect's voicemail boxes. Having a solid approach for how to minimize this challenge is critical to your success when sales prospecting. This presentation goes through some practical concepts and tips to help you out.
3. There are certain things you can do to increase
your sales instantly
• Practicing your closes – convert more leads
• Doing additional prospecting – get more leads
• Getting good at follow-ups – Know which ones
to call back
Increase Your Sales
4. How Do I Feel
I expect every sale to be a one call close
But
• How many of you haven’t closed every presentation?
• So, you have had to follow-up right?
• How many of you haven’t closed on every account you’ve
followed up on?
Why?
• What percentage of your follow-ups become your client
eventually?
5. Do You Sell Great Follow-up Business
• Do you hold up well to scrutiny
• Do you have a great portfolio of services
• Do you persist
• Does the problem not go away when you leave,
or
• If they go to some other competitor?
6. However
• Even though these are all true why don’t YOU want to
base your career on follow-up sales?
• Takes at least twice as long
• It’s frustrating, and uncertain
• Fewer sales
• More Frustration, Depression, Doubt
9. Cost of Follow Up
• Time –
• Actual
• Perceived
• Lost Opportunity
• Energy -
• Expectations
• Hope
• Power of Business Plan
• Truth
• Question Sales Cycle
• Question Sales Career
10. Premise
• Definition of follow-up: The pursuit of a post-presentation
sale to a qualified decision maker. If you did not meet with
the decision maker in the first place, it’s a new
presentation.
• Do You deserve the business
• You are the best, they have no better option
• You’ve worked hard to learn how to help their business
• You’ve prepared and perhaps traveled
• You spent many hours practicing a presentation that will make it
easier to start a relationship
11. Given That - Why
• Why does follow up happen?
• Not a clear need for our service
• Presenting a Non-Decision Maker
• Confusing presentation
• Bringing up service issues before the sale is
made
• The salesperson not taking responsibility for
the sale
12. Your Responsibility
• Priority plan for writing business
• BEST – Selling on the spot
• 2nd - A Scheduled follow up appointment
• 3rd - Call back to set follow appointment
• Distant 4th – When the prospect says ”I’ll call you”
Next is the most underused and most
effective follow-up technique on earth
to be used with real DMs (open
minded with needs)
13. Steps for Effective Follow-up
• Make sure there is no other way you can get them happily involved in
our service today. (Close one more time)
• Confirm interest – “If it were possible to make a decision today, you’d
become a client, wouldn’t you?”
• Attempt to set a follow-up.
• “How long will it take you to ________? (think it over, discuss, with partners,
etc.) I’m going to be out this way on Thursday, I’ll stop by in the afternoon and
answer any other questions you may have and pick up the order then, ok?”
• If you can’t schedule a follow-up, schedule a time to call. Let them
know you are busy too.
• Send a thank-you letter ( be assumptive) fast!
• Call at the time agreed on and say:
• “Mr. Jones, this is _______. I’ve done some work with the information that we
discussed at our meeting on ________, and the results are very exciting. I’d
like to show them to you. Will you be in tomorrow afternoon? I’d like to stop by
at about 3:00. I believe you are going to like what I have to show you. See you
then!”
• Get your manager involved
14. Script (w/DM):
Hello, I am __________________, (Representative’s) Sales Manager in _________. I
wanted to follow-up behind your meeting with (rep)… do you have a moment to speak?
Rep is one of our top people and has reported to me that she/he felt very good about
their consultation with you. He/she noted that you had some significant needs and felt
sure that the recommendation she/he made for your (company/practice, etc.) could have
a major impact on your profitability, now and going forward.
My records show that to date we have not had an opportunity to get this started for you
Mr. Prospect: I have two (2) quick questions for you:
Are there any questions I can answer about us or our services that would help you to
feel more comfortable about working with us, at least on a test basis?
What do we need to do to have an opportunity to show you how effective we can be?
Non-Sale Follow-Up Script
15. Some Follow-up Do’s and Don’ts
Do…
• Send thank you
letters
• Be assumptive. No
“ifs”, say when.
• Take responsibility for
the sale
• Make them aware of
the expense of waiting
• Be excited about the
positive impact we will
make on their business
Don’t…
• Ever ask a yes/no closing question on the
phone call-back!!!!!!
• Set follow-up demos with NON-Decision
Makers
• Leave any presentation without some
commitment
• Wait for the prospect to close themselves
• Try to get them to change their minds. Decision
Makers never change their minds, but they will
make new decisions based on new information.
16. Remember you are the best in the business. If a
DM is lucky enough to meet with you, you have
the right to insist on them being clients.
Be bold! If we really are the best thing that can
happen to them from a profit standpoint, they
must know it! If they don’t see the value after one
of two demos, they won’t. Let them die in their
closed-mindedness
Conclusion