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