Perfecting the Sales Follow-Up

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Samuel Striker Sales Follow-Up

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Hi, I’m Samuel Striker, President at KMG Consultants and a sales expert.

So you’re on the cusp of a big sale, and you want to “touch base” with the client, but don’t know how. Many salespeople struggle with keeping in touch with their clients for they are worried that they may come off as another annoying salesperson. Perfecting the sales follow-up doesn’t have to be such a chore. To keep your momentum going, you must be able to give value to every message you send. A great follow-up is required to maintain your current clients, as well as bring in new business.

The act of following-up can be a tough thing to start. The follow-up should come within reasonably short amount of time from the last time you spoke with the client. Greet them, and bring up your sales pitch. Try not to force the sale to happen; instead let them client know it is their decision, and that you are there to help. Showing that you are committed to the customer, and not just to get the commission, can help build trust in the relationship. Following up on a sale requires a type of attitude that is committed to take action. No sale has ever fallen into the lap of someone; they put an effort to sway the customer. Hone your craft, and following up with a client will become a piece of cake.

 

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When contacting a client, always be able to bring a new suggestion to them that they weren’t thinking of. Never just ask if they are ready to accept the sale; always keep in mind what they needed help for before, and bring them something new that can make them say yes to you. Think of something that will improve their business and present it to them. Reiterate that you can have an impact on their day-to-day, and can make their life easier. Think of the follow-up as part two to the original sales pitch; give it a great ending by closing out the sale.

It’s very important to know your client’s needs and their business front to back. Typically, the client will have many questions about what you’re selling, so make sure you know what you’re talking about. It’s not all about who talks to them first; its all about who answers their questions the best. This can build trust and increase your chances of creating a business relationship that could last for years to come. Stand out from your competition with a killer follow-up; your clients will be blown away by your preparation and effort.

Getting the most out of clients and follow-ups requires consistent hard work and professionalism. Build a system that works and can maximize your pitch. Not every follow-up will work out. If the customer end ups saying no, do your best to figure out why that happened. Analyze your selling technique and fix the things that aren’t working well. Did you go push too hard? Was your price too high? The only way to get better at the sales follow-up is practice and chipping away until your technique works the way you want it to.

Be sure to follow Samuel Striker on Pinterest for more commentary on sales and business.

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Five Habits for a Great Sales Coach

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Samuel Striker Sales Coach

Flickr CC via University of Central Arkansas

Being a great sales coach requires investing in others. Sales leaders should develop habits that not only help themselves grow on a professional level, but also the team they lead. Habits should be formed so they become day-to-day activities, and ingrained in the sales leader’s mind. Utilize these five habits for being a great sales coach to make an impact on sales professionals.

Share Your Personal Experience
Most salespeople are new to the sales scene when being first hired. Make sure to talk to new salespeople about everything that you feel might be important to share. Use your own personal stories and experience of reaching your position of a sales leader. What did you do right and what did you do wrong? This can inspire a sales team to use you as a role model, and you in turn will empower them to be ready for anything. Great example and anecdotes will get people to listen.

Stick to Your Guns
As a sales leader grows in his or her career, they pick up a many different things about coaching others. For sales leaders, they should always be ready to use the skills they have learned throughout their career, and not only use the sales model that the currently company provides. Create a process that you can follow day to day to help guide the team’s selling habits. This will allow the best sales team to understand time management and the demands of their prospects.

Be an Example
Understanding that your sales team will look up to you is key if you want to become a great sales leader. Work on doing things that a sales team can see and then implement into their own sales process. A great team is only as good as its leader, so make sure you’re up to the task of taking on the responsibility. Practicing great communication will do wonders for the team. Be a guiding example that a salesperson can know they can come to without thinking about it. A foundation of trust will allow you and your sales team to grow, and prove that you are a role model in sales world.

Motivate Others
It’s tough to get people going, but motivation can aid the overall success of the sales team. Great sales leaders know how to motivate individual sellers through maximizing their motivation. Compensation increases or prizes aren’t enough; people are motivated by many different factors and its sales leader’s job is to discover what that motivation is. When a seller is able to gain motivational support from their coach or manager, their effort and energy toward selling is maximized.

Always Be Present
Many sales coaches and leaders believe that once a salesperson is initially introduced to the sales world, they should let them go and experience it by themselves. However, this is usually not a great idea. A sales coach should be present constantly in their team’s lives. This doesn’t mean holding their hand when things get tough, but at least seeing where they are in their goals or even personal lives. A salesperson will look up to a sales leader who can be seen not just as a boss, but as a friend and peer too.

Samuel Striker is Manager at KMG Consultants, a sales and business consulting firm located in Southfield, MI. For more business and sales advice, check out Samuel Striker’s Website.

Best Productivity Apps

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Flickr CC via DECCgovuk

Flickr CC via DECCgovuk

Samuel Striker is a business and sales expert. He is currently Manager at KMG Consultants.

Nowadays, everybody has a smart phone that they take everywhere they go. Why not use them to their fullest potential? There are thousands of great productivity apps for smartphones users that can act as personal assistants and productivity help. Using these apps efficiently can make your professional and person life easy. In my opinion, these are the best productivity apps.

Read more at Samuel Striker’s Personal Website.