From the course: Following Up after a Sales Meeting
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Staying top of mind using value
From the course: Following Up after a Sales Meeting
Staying top of mind using value
- It's been two weeks since your initial meeting and the prospect still hasn't committed. Familiar, isn't it? Don't worry, though. It's not necessarily you. It's often just human nature and how busy the world is today. Your prospect's priorities are constantly changing. Take yourself, for example. You've been planning to buy that home appliance or whatever has been on your to-do list for so long, but there's always something that keeps you from doing it. It's the same with your prospects. What's important for them today might completely take a back seat tomorrow. And that's why as a salesperson, you need to reinforce your product's value in the minds of your prospects. Don't make the rookie mistake of thinking that if a prospect heard your pitch once, they understand it. Chances are they don't. Use follow up to drive home the value. So how do you do this? By connecting your product features to the business value your prospect ultimately stands to gain. Here's the three-part formula…
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