Following Up after a Sales Meeting

Course details

When it comes to closing deals, stellar presentations aren’t always enough to clinch a sale. Effectively following up with prospects after a sales meeting is critical—and failing to do so can cause a once-promising deal to go cold. In this course, Steve Benson, a top sales coach and expert, shares practical strategies for following up with prospects in a way that keeps the momentum of a great sales meeting going. Learn the ingredients for a powerful follow-up; how to tackle common objections such as “I’ll think about it”; and how to evade common pitfalls, including which phrases to avoid in your follow-up email or calls.

Concepts

0. Introduction

01 - When a sale goes cold

1. Set Yourself Up for Successful Follow-Up

02 - Setting up your follow-up
03 - Arm yourself with the right follow-up details
04 - Follow-up steps to take during the sales call

2. Know the Ingredients of a Powerful Follow-Up

05 - Your first follow-up
06 - The best method and day to follow-up
07 - Staying top of mind using value
08 - Engaging your prospects with content

3. Prevent Objections from Becoming Roadblocks

09 - Anticipate objections while following up
10 - I'll think about it
11 - Send me some more information
12 - It's too expensive
13 - What to do when a prospect goes silent

4. Mistakes to Avoid While Following Up

14 - Not having a follow-up schedule
15 - Phrases that turn prospects off
16 - Knowing when to walk away from a sale

Conclusion

17 - Winning the sale