Useful Sales Techniques for Follow Up Calls
How do you handle a call back? I mean you’ve said it all in the first sales call and you didn’t get an order so what do you do when you call back? Below are four sales techniques that can be used to set the stage for the follow up sales call.
4 Sales Techniques:
- Make sure you have at least one follow up to do when you leave the previous conversation and,
- Set a time to get back to the prospect.
- Appointment or not, always have something new to start the conversation. It can be trivial or earth shaking – but you must start the conversation with something new then,
- Reiterate the value proposition, respect the steps in the sale, and close!
Oh, there’s other things to do in between sales calls that can build rapport, enhance your position as a industry expert, and/or give your future sales calls a sense of urgency. I love to do research via their industry news sources or in online services as First Research. Here’s another view point from a BLOG I read recently. I thinks Karen is referring to “phone age” but much of what she does applies to both phone and site call backs.
To further develop your sales skills with useful sales techniques contact Devcom to find out how sales coaching will help you increase sales.
– Enjoy and prosper –
From Karen Fedder, Sr. Account Executive at Escrow Associates LLC
I have a little different approach…A couple days after the conversation I send a hand written note and mention something we discussed. The next month I find an article either about the person (I find their profile somewhere), for example, an article about the school they graduated from or something about their company. When I call back 2 months later, I lead asking if they got my card and the article I sent. I invariably ask if they like the school’s football team or ask who they like if their former school doesn’t have one. That can go many directions…At the proper time I go back to what we discussed the first time and ask some probing questions…Yes, it takes a little time, but they normally remember who I am…One last thing…keep a note of their assistant’s name.