From the course: Virtual Selling for Sales Professionals
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Confirm next steps with your prospect
From the course: Virtual Selling for Sales Professionals
Confirm next steps with your prospect
- Imagine you meet a casual acquaintance at the market or a networking event and he suggests you have lunch sometime. You reply, "Sure." Of course, that time never comes. It's a nice way of saying I like you but I'm not committing to spending time with you. This often happens when your customer says he will get back to you and never does. The best advice I can offer for booking next steps is to set the follow-up meeting during your initial meeting. My mentor used to call this ham-bam, have a meeting, book a meeting. Save time at the end of each call to recap. Take a temperature check and agree on next steps. I can't tell you how many times sales reps run out of time at the end of their virtual calls and then scramble their way through trying to book the next meeting only to be told, "We'll get back to you." Then the customer disappears into the abyss. In an hour call, I recommend allotting at least 10 minutes for…
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