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Sales Follow-Up Do's and Don'ts

Learn tried-and-true techniques for following up with sales prospects, while avoiding mistakes that result in the loss of a potential sale.

No product sells itself. Sales is a profession and salespeople are professionals. Everything professionally-trained salespeople do and say is purposeful and intentional. That does NOT mean scripted, quite the contrary, in fact, but NEVER mistake professional sales for ‘off the cuff’ conversation. Genuineness and sincerity are at the heart (or at least should be) of what professional salespeople communicate. ‘How’ they say things, ‘when’ they say things and ‘what’ they say are crucial to building trust and long-lasting, meaningful relationships with clients. A salesperson’s blueprint to suspecting, prospecting, approach, fact-finding, and presenting options is based on subject matter expertise AND how well they have built rapport with their prospective client. Their genuine connection to their client and deep understanding of their client’s needs is what transforms a sales transaction into an advisory relationship. Are there do’s and don’ts for this process? You bet. Are there do’s and don’ts to following up with a suspect, prospect and (hopefully) client? Of course. Sifting and sorting suspects and following a systematic process to get them to taking action is simple, but not easy. To achieve success in this field, a sales professional must be willing to work as much on themselves, interpersonally, as they do on their system. Professional salespeople leave nothing to chance. This topic will help you develop your own personalized sales process and learn how to speak and act with purpose, meaning, and sincerity to build a real client base.

Runtime: 96 minutes
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Proper Time to Follow up

  • Love What You Sell
  • "No China Eggs"
  • Factors That Lengthen or Reduce Time Between Contact

??" Profession, Travel, Temperament, Relationship, Sales Cycle

How Many Times Should You Call Back?

  • How Often Can You Get Away With It?
  • Voice Mail Best Practices

How Much Time Between Each Contact

  • Transaction vs. Relationship Sales

??" No Such Thing as Quality Time

??" Quantity Breeds Familiarity

??" Meaningfulness and Depth of Conversations

??" Key Moments

What to Say When You Reach Voice Mail

  • State Your Purpose or Risk the Relationship
  • Deceptive Practices Break Down Relationships
  • Win the War, Not the Battle

How to Determine an Objective for Each Call

  • Know Your Goal for Each Stage of the Sales Process

??" Relationship Building

??" Fact Finding

??" Quantity Time

??" Measuring Temperature

??" Due Diligence

  • Be Disciplined in Your Approach

??" Stick to the Goal

Adding Value With Each Contact

  • Know Your Prospect

??" What Do They Like?

??" What Do They Need?

??" What Makes Them Feel Serviced?

  • Know Your Category/Industry
  • Have General Knowledge
  • Have a Rich Referral Base of Complementary Resources

Developing a Soft Touch Marketing Campaign

  • Take a Page From Machiavelli's Way ??" Be Visible

??" Watering Holes

??" Events

??" Conferences

??" Sporting Events

  • Maintain TOMA (Top of Mind Awareness)

??" Emails, Flyers, Brochures, Published Articles, Social Media

Determining the Prospects' "Sweet Spot"

  • Use the CRM to Store Important Information
  • Memory

??" Work on Your Memory for Important Information

??" This Is Where Authentic Connections Happen

  • Flattery Can Be Dangerous, but Powerful

??" Be Genuine

  • Be Relevant

??" Leave the Flashback for Music

??" Stay up on Trends and Times

Following up With Existing Customers

  • Does Every 6 Months Still Apply?
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on July 26, 2017.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

No credit available.

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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Anthony Vultaggio, CLU, CHFC

Anthony Vultaggio, CLU, CHFC

Obsessive Consulting

  • Sales Consultant, speaker and trainer with Obsessive Consulting
  • Experienced sales management executive, speaker, and talk radio host
  • Specialties include business strategy, sales management, sales training, negotiations, change management, motivation, and team-building; former on-air personality for KLAA AM 830, KRLA AM 870 and nationally syndicated on over 150 stations across the U.S.
  • B.S. degree in philosophy, University of California Riverside
  • Can be contacted at 949-300-3420 or [email protected]
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Product ID: 400560
Published 2017
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