No Follow-Up? No Deal.

by blogadmin 15. August 2018 02:29

 

John Karle | Sales Edition | August 15, 2018

The sale starts with the initial contact. Did you make a good first impression? When does the sale end? Is it when you close the deal?

No, the sales process does not end when you close the deal as it should conclude with a follow-up.

I recently met with a contractor at my home. He was on time, came prepared, and answered all my questions satisfactorily. Then, that was it. No follow-up at all. It has been six months and I wonder if his quote is still good. 

It also makes me wonder, how many sales he would have completed if he would only follow up after the presentation? He might learn something if he had asked, "Did you like my presentation?  Did I decide to go ahead with the job? If you are not going with me, who did you go with? And most importantly, why? Was it the product, price, workmanship, word of mouth or another reason?

When you follow-up, ask questions. Ponder the answers. Why wasn't I selected? What should I have done differently to earn the business? Why was my competitor selected instead?

A few follow-up questions will give you great insight and take your business to the next level! 

Personal Challenge:

-What organizational method would help you to schedule follow-up calls?

-What is a set of standard follow-up questions that you could ask your clients that would give you the best insight? 

All The Best,

John 

S.T.R.I.D.E. Action Planning Tool

by blogadmin 8. August 2018 04:34

Do You Have Enough Leadership COURAGE To Commit?

by blogadmin 7. August 2018 01:48

Leadership demands we are people of courage. Courage is usually reserved for people who are rescue workers, or in very dangerous situations. While leaders are not usually called upon to save lives or enter into potentially harmful situations, they are called upon to do things that others hesitate to do.

Some areas leaders must be courageous in include:

-following your gut when everyone tells you you're crazy

-having difficult conversations with people

-moving forward in a new direction despite the risks

- facing your critics and listening openly to what they have to say

- looking in the mirror and seeing yourself for who you really are

-sticking with your principles even though it might cause pain

-challenging your comfort zone and facing your fears

Many decisions are not clear cut and cannot be reduced to a spreadsheet. However, someone has to make the commitment to proceed or withdraw if necessary. 

Leaders must move the team and organization ahead to fulfill their purpose even when there are obstacles to overcome. Leaders are the ones who set the destination and help in charting the course to reach the goal. Leaders must have the most courage to do what is right, even if others disagree.

Courage is not easy. No one is born a hero, or without a fear of falling. The difference is our choice to be held back by fear, or to move full steam ahead. Make that choice to be a person of courage and watch your influence grow. Watch your employees grow. Watch your team grow. Watch your organization grow.

Be courageous and commit!

Personal Challenge:

-From the list above, pick one or two areas you can begin to change. Write them down on a sticky note and keep somewhere on your desk. Work on these areas daily until they become commonplace. Then write down two new ones and proceed with those until you are couragesouly confident!

All The Best,

Rhoda 

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