What to Do When They are Not The Ultimate Decision Maker

Following Up

A training client emailed me with this scenario. Perhaps you’ve run into something similar. The rep, Kim,  had a prospect, Karen, who agreed that her company should use the sales rep’s company for their purchases of computer media supplies  The prospect...

Here’s the Best Time To Prepare for Your Follow-Up Call

Following Up

I recently did a training workshop for the sales pros at Ivy Garth Seeds. They sell flower and vegetable seeds to nurseries,  greenhouses, and other commercial growers. They actually DO something that I have suggested for a long, long time that not many others...

You Got Them On the Phone Again, But They Didn’t Do What They Said

Following Up

Ever have that prospect who doesn’t follow through with what they promised to do by the next call? Yeah, I know, shocking.Here’s what I heard on a recorded call.Salesperson: “I’m following up on our last conversation and the specs I sent...

Are Your Follow-Up’s Accomplishments, Or Just Activities?

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...

The Simple Suggestion on Using Email

Following Up, Unique Value Proposition

I regularly get questions about how to use email effectively in sales/telesales. Some reps say they are doing it more these days than calling. In general, here’s how I typically answer: I’ve heard all the excuses about prospects being hard to reach,...

Get a Headstart on the Economic Upswing

Following Up, Preparation, Unique Value Proposition

The stock market has been steadily inching up over the past  few weeks. Economic indicators are showing signs of improvements. Economists who study such things are even  whispering that things are getting better. Even though some sales reps might doubt it,...