Sales calls – follow-up matters – 5 best practices


Post sales calls

Post sales calls

Pre-call planning is a popular topic – a lot has been written about it.  Even more has been written about what to do and not to do during the sales call.

On the other hand, what you do after the sales call is a topic that has received somewhat less attention.  So let’s take a look at a systematic approach for getting the post call follow-up right.

  • Commit to next steps.  Effective follow-up starts in the call itself.  No matter how small establish some commitment for next steps that you and the customer will take that moves the sales cycle forward.
  • Immediately confirm.  People forget.  Plus it often takes time for either you or the customer to deliver what was promised in the meeting.  So immediately confirm the commitments for clarity and for making sure nobody forgets.
  • Go the extra mile.  In regard to your commitment try and deliver a little more value than the customer is anticipating.
  • Super-check the customer’s reaction.  Make sure the customer is satisfied with what you delivered – if not, make the necessary corrections.
  • Propose a next step.  When you deliver what you promised suggest a next step to build the relationship with the customer.

The good news about follow-up is it is primarily about discipline not skill – so you can get better at it right away.

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©2013 Sales Momentum®

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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