Friday, December 4, 2009

SalesDog Quick Tip: Always Keep the Ball in Your Court

Here's a quick follow-up tip from sales trainer Al Uszynski:

At the end of a sales call if the prospect tells you, "I'll call you if we're interested," don't accept that at face value and walk away. As salespeople we never want to agree to put the next action item 100% in the customer's hands. Too many salespeople simply agree to this only to never hear from the person again.

One way to deal with the situation is to come up with a contingency plan in case the customer doesn't happen to call you:

"So if I don't hear from you before next Thursday, I'll give you a call. Is that okay?" When the customer agrees to this, you're covered. They still may call you, but if they don't, they agreed that you should call them. When you follow up as promised, you have an opportunity to demonstrate your professionalism by keeping your promise to call on the exact day you agreed to.

Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow" helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com

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