Ten Biggest Mistakes Salespeople Make: Mistake #7

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Ten Biggest Mistakes Salespeople Make: Mistake #7

Encourager-In-Chief: October 26th, 2016

Not following up.

There are plenty of reasons why salespeople don’t follow up with customers and prospects. However, there are very few good ones.

What many salespeople don’t realize is that your prospects are evaluating your behavior from the second they learn of you. Everything you say you will do will be measured against what you actually do. If you’re in the process of establishing yourself with a new client base, this needs to be one of the first things that people learn about you. They should always know that you will follow up when you say you will follow up.

One of the most common excuses I hear why people don’t follow-up is, “I didn’t call you back when I said I would because I didn’t get an answer yet.” If you think this is an acceptable excuse, you need to find another profession. If you find yourself in this situation, call back the prospect or client when you said you would and say, “I’m following up with you, as promised. I am still awaiting an answer and I will get back to you as soon as I get it. In the meantime, I will call you back in two days with an answer or an update just to make sure I keep you in the loop. Will that be all right with you?”

This is how you demonstrate respect from your prospects and start gaining some credibility with them. Even if somebody else in your organization is not timely at following up, that is no excuse for you not following up with anyone to whom you have made a commitment.

You own the responsibility for establishing and keeping your good name and reputation. Guard it with your life and make sure you do everything humanly possible to always follow up every single time when you say you will.

Action, without planning, is the cause of every failure.
- Brian Tracy

(This excerpt is taken from my Preventing the 10 Biggest Sales Mistakes seminar. )

I encourage you to checkout my Sales Mastery audio program which also includes this lesson in greater detail.

Sales Mastery


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