Most salespeople are more afraid of follow-up than they are of bears and snakes. I get it. Follow up is boring. Mundane. Boring… And did I say boring? At least, that’s how most salespeople think when it comes to follow-up. It doesn’t have to be...
In case you didn’t know, the FU money in sales comes from the follow-up. When you follow up with a prospect, it’s a delicate balance between how they want to be followed-up and when to follow up with them. I’ve learned that in today’s society,...
Making money from sales is a delicate balance of lead-gen, initial communication and follow-up. Most salespeople focus on the initial contact but the FU money comes from the follow-up. There are three tiers of money in sales: “right now money,”...
Every master salesman has been there… You’re in the middle of heated negotiations. You know THEY need your product; THEY know they need help, but THEY won’t budge on their budget, or expectations. You’re doing all you can to get them to the...