| Close More Sales |
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If you want to close more sales, and after all, who doesn't? You need to know how to effectively follow through to gain a commitment. Our clients regularly ask this question: How do I get my sales reps to follow up and not drop the ball?î If you want to close more sales, and after all, who doesn't? You need to know how to effectively follow through to gain a commitment. Our clients regularly ask this question: How do I get my sales reps to follow up and not drop the ball?î Simple. Make a date. As I observe reps in real sales calls, and in mock-selling situations, the common theme is ìIíll call you in two weeks to follow up.î Says who? I never heard that from the decision- maker. What if the decision is made on Friday. Or tomorrow. Or in 3 months. What is so magic about two weeks? That is the main question that the rep needs to ask herself. Two weeks is an arbitrary date that makes no sense whatsoever. And if you've ever missed a closing opportunity, it may be because you called in two weeks! So, here is what you do. Ask the customer WHEN you need to get back with him. After you ask the question, be quiet. Actually wait for an answer and when you get it, set up the day and time youíll call back. Now, you have a date! You'll find when you pin down your customer in this way, you not only elevate yourself in his/her eyes, you are also gaining a commitment from them that they'll be there, expecting your call! If the customer isn't there, you have the perfect opportunity to continue to reach himó with permission! Keep trying and be persistent. Once your reach your customer, he will be impressed that you have kept your date. The bottom line is, more closed sales! (c) Renee Walkup, SalesPEAK, 678 587-9911 www.salespeak.com |
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