| I purchased a training manual about how to | | | | My view of selling is much simpler. I never |
| build better relationships with prospects and | | | | call anyone back if they have not agreed to |
| in it a whole section was devoted to how to | | | | become my client at the close. Never! If I |
| manage the follow up to a sales presentation. | | | | did then I would be chasing them and would be |
| Some of the suggestions were these: | | | | in a proactive relationship when the sale |
| | | | will always be made in a reactive |
| - Get commitment for the follow-up | | | | relationship. |
| | | | |
| - Do something to be remembered, personal. | | | | Translation: if they come back to me they |
| | | | will buy, if I chase them they will never |
| - Use email to follow up | | | | buy. |
| | | | |
| - Set a time to call for the follow up | | | | The best sales process is this: |
| | | | |
| - Call on time | | | | - Meet a prospect and build a relationship |
| | | | based on feelings not facts |
| - Be direct and don't hesitate when you make | | | | |
| the call | | | | - Complete a fact finder based on how the |
| | | | prospect feels |
| - Be friendly, persistent, polite, and | | | | |
| professional | | | | - Provide a written report based on that |
| | | | fact finder |
| - Do not a pest | | | | |
| | | | - Offer a solution to their situation as |
| I carefully studied this section and wondered | | | | based on the fact finder |
| how to implement it into my personal selling | | | | |
| practice. The result is this nonsense was | | | | If the prospect does not buy then I have made |
| written by someone who was clueless about | | | | one of two errors. I have either completed |
| selling based on relationships. | | | | an improper fact finder or I have failed in |
| | | | understanding how the "feel. |