Are You Missing Sales Opportunities Because of Your Follow-up Skills?
As sales people I think that a
lot of us don’t follow-up enough because of a common fear we share...the
fear of rejection. Sometimes we feel more comfortable with no feedback
rather than hearing that dreaded word "NO". I teach my salespeople and
customers all the time that hearing no isn't necessarily a bad thing.
As a matter of fact it is the second best answer you can hear behind
"YES". Truth be told, by hearing the word "NO" does three great things
for you:
1. It lets you know where you stand. You don't have to guess what your prospect thinks of your approach/solution/pitch/etc. I will take 10 "NO's" over 10 "Maybe's" any day of the week. At least with "NO" you can move on to another prospect where a "MAYBE" might keep you hanging around and wasing valuable time.
2. It opens up a lot more options and opportunities for you than not hearing anything.
3. It allows you to learn from your mistakes, uncover missed customer needs or obstacles, answer any of their objections/hesitations (real or perceived), clear up any misunderstandings, or change your sales tactic.
Follow-up should be exctiting for both you and the client. This is an opportunitiy for you both to continue to build a meaningful relationship and establish yourself as someone of value. After all, you are selling service, not cemetery plots...have fun with it.
Remember, follow-up often with your clients or another salesperson will!
1. It lets you know where you stand. You don't have to guess what your prospect thinks of your approach/solution/pitch/etc. I will take 10 "NO's" over 10 "Maybe's" any day of the week. At least with "NO" you can move on to another prospect where a "MAYBE" might keep you hanging around and wasing valuable time.
2. It opens up a lot more options and opportunities for you than not hearing anything.
3. It allows you to learn from your mistakes, uncover missed customer needs or obstacles, answer any of their objections/hesitations (real or perceived), clear up any misunderstandings, or change your sales tactic.
Follow-up should be exctiting for both you and the client. This is an opportunitiy for you both to continue to build a meaningful relationship and establish yourself as someone of value. After all, you are selling service, not cemetery plots...have fun with it.
Remember, follow-up often with your clients or another salesperson will!
By Charlie Rudd Corporate Developments.
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