Tag Archives: Sales pkanning

Sales, Selling — Follow-up?

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Ask a sales person –

“When is the best time to follow-up with XYZ customer?”

“When is the best time to follow-up on a recent quote?

“When is the best time to follow-up on “Blah, Blah, Blah?”

All too often we hear, It’s too early, or I am not sure now is the right time, or I don’t want to bug the Buyer/Customer/Etc.

Have you ever taken the time to think about “Follow-Up” in selling?

Some sales people follow-up too often and disturb/disrupt the potential customer.  It is estimated that you need 7 contacts with potential clients/customers before a transaction happens.

I am self-taught in selling and when I found a really good system I latched on to it.  I have been using the Sandler Selling system for over fifteen years. (I would be happy to provide my contacts to anyone interested.)

A great technique that I learned and use is the Sandler Technique of using an Up-Front Contract with potential customers.

Simply ask the prospect/Client for the next time contact would be appropriate.  Set an exact date and time if possible or get at least a time frame for contact — Then do what was agreed upon!

Too many times I have had sales people working for me or trying to sell to me;  Stop — after the very first call.

Never get caught in this trap —  It’s too soon to call — Now it’s too late the order was let to someone else.

Good Selling / Bad Selling?

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Great Books, Goal Setting, Continuous Learning, Public Speaking

Some years ago, I had possibly the best Receptionist/Gatekeeper in business, she understood and could stop none essential sales people from getting through.  One day our Receptionist/Gatekeeper brought me a package.  It had been hand delivered.

In the package was a T Shirt from my alma mater — Indiana Institute of Technology, and a note from the salesman requesting an appointment, and comment that he hoped I appreciated his effort to get my school T shirt.  He said he would call in a few days.

I graduated from IIT in 1973 with a Bachelor of Science in Mechanical Engineering, the idea that this salesman had gone to the trouble to get me the shirt was unique and I liked his style. 

At that time I instructed our receptionist/gatekeeper that I was impressed by this salesperson and that when he calls I will take the call.  After a little research on his company, I was pretty sure I would not need his services.  However, I would listen to him and then if possible direct him to a referral.

He never called!

How many times have you had seemingly good salespeople just not follow through?

Good selling or bad selling?

Make 2019 your best year yet!