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 

Valuable Leaders Share Knowledge - Rhoda Kreuzer

by blogadmin 16. November 2017 03:44

Be generous with your knowledge, and seek opportunities to help people grow.

As others begin to recognize your unique, valuable expertise, they'll naturally want to tap into it. Equally, you'll spot opportunities to support them that they may not even be aware of. Your expert power can help to enable co-workers to develop their own skills, so that they can progress in their roles, as you have in yours.

Using your expertise in this way needn't threaten your position. The more you invest in helping people around you, the more your professional value will grow and the more powerful your position can become. You can also test your own skills, identify gaps in your knowledge, and continue to learn by growing and engaging with this development network. 

For more on building expert power, click here

Personal Challenge:

-Do you have a firm grasp of essential up-to-date facts and figures? 

-Do you avoid making comments about subjects that you are poorly informed on? 

-Are you sensitive to other's feelings? 

-How can you build and share your expertise appropriately so that others naturally look to you for direction? 

Enlarge Your Perspective.

by blogadmin 10. August 2017 01:03

I conducted a survey of a group of leaders in the community about things they felt had helped them succeed. The following is a quote from one of the leaders:

"Have patience with differing viewpoints--in fact, seek them out. Ask the quiet person in the room what they think--it often changes the whole direction of the conversation and thought process of the group."

As you are working with your team and your to-do list, remember to welcome a different view point even if it slows you down. In the end, the results will be better and stronger. It is essential to stay open to new ideas and new ways of doing things in order to succeed in this fast-paced world.

I also encourage you to read a variety of authors. This will ensure that you are hearing different voices and gaining from a variety of backgrounds. You may disagree with what they present, but that may be just the spark you need to clarify your perspective.

Personal Challenge:

Today, identify one new person you can seek out to enlarge your perspective! 

 

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