Following Up
Although I like to think I keep up on what’s going on (somewhat) with pop culture, the whole Kondo thing got miles by me before I caught on. It was just a few weeks ago. A Facebook friend posted pictures of her kitchen and said she “Kondoed” it. I thought she meant...
Following Up
Do you really know where you stand with the prospects in your follow-up files right now? Come on, really now? I’m not trying to make you feel bad, but my experience is that many sales reps have no clue where they are in the sales process with a majority of the...
Following Up
Calling to “Just follow up,” or “Just check in” is a waste of your time and theirs, and usually results in a stall. Here are three quick tips for making follow-ups effective.
Following Up
Every salesperson has heard “”Go ahead and send me something on that.” It could be a stall or a blowoff, or maybe there is genuine interest there. How you respond, what you send, and how you handle the follow up call all determine how successful...
Following Up
Last month I was interviewed for an article on how to revive leads that have gone cold. In case you didn’t see that article online, I shared some useful info that might apply to you, so here are the suggestions I gave in response to the author’s questions....
Closing, Following Up
While pouring myself a cup of coffee in the break room of a company where I was doing some onsite training, I couldn’t help but overhear two women in a spirited conversation. “Yeah, he just couldn’t make a commitment.” “Oh, I hate those...
