With my experience as an independent sales representative all these years, I saw it happening over and over again. Good salesmen focus on convincing the prospects and in the end … lose sales. How could this happen? The answer is sad and angry at the same time.
They did not follow up, or they followed up badly.
You put all the effort, you get a prospect, you pass the gatekeeper, you use all your sales techniques, and in the end you have the opportunity to talk to him. You convince him about online promotion, he participates in that promotion, organizes another Go to Market and Onboarding plan, agrees with the proposed slot, you have met him and at the end of the meeting you say: "Very good Alex, let's call me next week, Monday at 10:00 and at the end of the contract, "but you do not call him or call him 2 days later, where he says," sorry Alex i waited for my call on Monday, but you did not call me, so I decided to go somewhere else. "
But why? Why does that happen?
There are two main reasons.
- Resellers are social animals and they are very good in the understanding of people, understanding human behavior information and how they can use this information, the "human weaknesses" for their benefit. Salesmen are bad when it comes to organizing and monitoring dates and other things that people may find easy.
- The most important reason, however, is the winning rush! Everyone who has worked in sales knows that there is no other work that can give you this feeling other than sales. This feeling of victory, this feeling of invincible success when you close sales. It's not money, nor is it a confirmation from your colleagues, it's the feeling of victory; This sense of victory you received at the moment that your prospects said yes … with a little detail. He said yes, but he has not signed yet and the contract is not closed until he registers. But for the salesman there are insignificant information, because he got yes and when he did, his interest in the prospect is already gone, it's a deal. Unfortunately, that is not the case. The agreement is made when the outlook marks and he will sign if you follow him with religious discipline. Therefore, follow-up call the call so important.
Let me explain.
Say the outlook tells you. "Okay, Alex, I love your solution, call me on Monday morning at 10:00 and I'll give you information about my credit card so you can close the deal.
IT'S SUPER, SUPER, SUPER IMPORTANT You call in him again on Monday at 10:00 SHARP. Listen … NOT at 10:05 but 10:00, or even better at 9:58!
Why is this so important?  Because first, by being sharp and accurate, you show professionalism.
Secondly because … Let's say that prospects resemble your solutions, he wants and he trusts you and he has decided to go in the solution, is surrounded by other competitors who offer him a similar solution, or simply say that he wants to buy the solution, but he does not feel very comfortable with the money he has to give.
By not being sharp and accurate about your follow-up , give him a chance ride to find an excuse to not buy from you. On the contrary, by being accurate and sharp on your follow-up (or show it), if he is 50-50 to buy your product or solution then he is not decide to resist only because he does not want to hurt you or be unclean.
Sales are divided into two parts:
First, the sale itself, where you put all your talents, your experience. You are currently not logged in. You are not logged in. , effort, knowledge of the product, psychology and efforts to close it. That's a hard thing.
Secondly, it is necessary to monitor follow-up communications (visit, call or email), which is an easy part. When you follow, you must be SHARP, EXACT, and do not forget any of the ones you promised you are going to have the day you follow. By doing so, you are also likely to close publicly.
The world today offers many tools to help you keep track of your expectations. A good CRM is an absolute must. It is an instrument that is the heart and essence of each partnership and the most important part of CRM is the ability and ability to track expectations, contacts, ways and opportunities. Good CRM is going to help you organize yourself well and be able to track your customers and prospects effectively. In previous years I used many CRM Some of them good, some of them ok, and many of them crap. My personal choice of good CRM is ZOHO. It is stable and easy to handle software with many devices; It is also reliable and very easy to use.
Also use a calendar and make alerts (yes, plural, alerts), for the time you need to close the sale. You should not forget. Calendar is about to send you an SMS or email notification for this important command that you have. So not only CRM but also activate alerts on your calendar to make sure you will not miss the command.
Source by Alex Valassidis