Friday, February 25, 2011

Guide Them

from my email:

Daily Sales Tip: Taking Control

To close more business effectively, you must be the one who is controlling and directing the customer through each step of a sales process. Don't expect the customer to know what to do next. Most people are commitment-phobic. They're not going to make a decision until they are presented with options.

Have you ever faced a situation where you follow up with a customer after several months, only to be told that they have just finished negotiations with a different vendor? It's frustrating and yet it's entirely preventable.

By waiting so long to follow up, you may have been doing what you assumed the customer wanted. However, this does nothing to help position you where you need to be for when that customer is ready to buy.

Stay in control of your sales process by adopting a strategy that gets your customers to commit to a series of steps -- and to stick to it.

In my sales coaching sessions, my advice is that you need to be following up with each of your customers at a minimum of every 30 days in some way. It doesn't necessarily have to be by phone, but you need to be doing something to stay in that top-of-mind position.

Source: Colleen Francis, founder and president of Engage Selling Solutions

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