Most sales are made after the seventh no
It takes five to ten exposures (follow-ups) to a prospect to make the first sale. The prospect may not actually say "no" seven times, but each time you follow-up and the prospect doesn't buy, he's saying: "not now, buddy; do something else for me; I'm still shopping around; I haven't met with my partner; try again later; in short, you haven't sold me yet".
As a professional salesperson you better have what it takes to persevere through the follow-up process and not quit. Be willing to put forth the effort to get to the seventh "no", or consider taking a job with a salary.
Here are some follow-up guidelines to ensure early closing success.
* Know your prospect's hot buttons
(things you think will make the prospect buy), and work with them in constructing your follow-up plan.
* Present new information relative to the
sale.
* Be creative in your style and presenta
tion manner.
* Be sincere about your desire to help the customer first, and the commission second.
* Be direct in your communication. Beating around the bush will only frustrate the prospect (and probably cause him to buy elsewhere). Answer all questions. Don't patronize the prospect.
* Be friendly. People like to buy from friends.
* Use humor. Be funny. People love to laugh. Making your prospect laugh is a great way to establish common ground and rapport.
* When in doubt, sell benefits.
* Don't be afraid to ask for the sale.
If there were a formula for following up it would be new information + creative + sincere + direct + friendly + humor = SALEEbut there isn't an exact formula. Every follow-up is different, and elements from the above guidelines must be chosen as called for.
Here are a few lead-in lines you might try so that you don't feel uneasy about how to start the conversation:
* I thought of a few things that might help you decideE
* Something new has occurred that I thought you would like to know aboutE
* There has been a change in statusE
* I was thinking about you, and called to see if you had any questionsE
Don't say "I called to see if you got my letter, info or whateverE", it sounds dumbE and it gives the prospect a way out. If he doesn't want to talk to you he'll say, "No, I never got it." Where does that leave you? Nowhere. Why not try: "I sent you some (name the stuff) the other day and I wanted to go over a couple of things with you personally, because they weren't self-explanatoryE"
It's likely you won't bug the prospect ifE he's a salesman himself; you have something new, creative, or funny to say; you're short and to the point; he's genuinely interested in your product or service; he returns your calls right away; or, he likes you.
It's likely you will bug the prospect if E you call more than three times without a returned call; you ask dumb or pushy questions (probably because you didn't listen well in the first place); you are perceived as insincere; you exert pressure too soon or too often; or, you are in any way rude to the prospect or anyone on her staff.
Follow-up is another word for persistence. Your ability to follow-up will determine your success in sales. Ask any professional salesperson the secret for success, he or she will answer E persistence.
Next week: The 21 fundamentals of sales.
As a professional salesperson you better have what it takes to persevere through the follow-up process and not quit. Be willing to put forth the effort to get to the seventh "no", or consider taking a job with a salary.
Here are some follow-up guidelines to ensure early closing success.
* Know your prospect's hot buttons
(things you think will make the prospect buy), and work with them in constructing your follow-up plan.
* Present new information relative to the
sale.
* Be creative in your style and presenta
tion manner.
* Be sincere about your desire to help the customer first, and the commission second.
* Be direct in your communication. Beating around the bush will only frustrate the prospect (and probably cause him to buy elsewhere). Answer all questions. Don't patronize the prospect.
* Be friendly. People like to buy from friends.
* Use humor. Be funny. People love to laugh. Making your prospect laugh is a great way to establish common ground and rapport.
* When in doubt, sell benefits.
* Don't be afraid to ask for the sale.
If there were a formula for following up it would be new information + creative + sincere + direct + friendly + humor = SALEEbut there isn't an exact formula. Every follow-up is different, and elements from the above guidelines must be chosen as called for.
Here are a few lead-in lines you might try so that you don't feel uneasy about how to start the conversation:
* I thought of a few things that might help you decideE
* Something new has occurred that I thought you would like to know aboutE
* There has been a change in statusE
* I was thinking about you, and called to see if you had any questionsE
Don't say "I called to see if you got my letter, info or whateverE", it sounds dumbE and it gives the prospect a way out. If he doesn't want to talk to you he'll say, "No, I never got it." Where does that leave you? Nowhere. Why not try: "I sent you some (name the stuff) the other day and I wanted to go over a couple of things with you personally, because they weren't self-explanatoryE"
It's likely you won't bug the prospect ifE he's a salesman himself; you have something new, creative, or funny to say; you're short and to the point; he's genuinely interested in your product or service; he returns your calls right away; or, he likes you.
It's likely you will bug the prospect if E you call more than three times without a returned call; you ask dumb or pushy questions (probably because you didn't listen well in the first place); you are perceived as insincere; you exert pressure too soon or too often; or, you are in any way rude to the prospect or anyone on her staff.
Follow-up is another word for persistence. Your ability to follow-up will determine your success in sales. Ask any professional salesperson the secret for success, he or she will answer E persistence.
Next week: The 21 fundamentals of sales.
