From the course: Following Up after a Sales Meeting

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Setting up your follow-up

Setting up your follow-up

From the course: Following Up after a Sales Meeting

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Setting up your follow-up

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- Many sales people often feel like they're flying blind after the first meeting. Not knowing why a deal is not closing is really frustrating. The prospect might have seemed interested and asked all the right questions during the presentation. They didn't bring up any major objections or ask any questions that you couldn't answer, yet they're ignoring all your follow-up attempts and have stopped engaging with you and your product since then. Most likely when this happens, you had treated the follow-up stage as a completely separate task. You didn't pave the way for a successful follow-up. So let's step back for a second and talk about what following up really means so your deals don't get stuck in a qualified awareness no-man's land. You see, following up is not just one discrete act. It's a sales stage that people often call the qualified opportunity stage. Too often sales people consider follow-ups as a separate and well-defined part of the sales cycle. They focus on the follow-up…

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