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

Introduction

When a sale goes cold

Set Yourself Up for Successful Follow-Up

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

Know the Ingredients of a Powerful Follow-Up

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

Prevent Objections from Becoming Roadblocks

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

Mistakes to Avoid While Following Up

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

Conclusion

Winning the sale