Sales System

Principles Of Follow Up

Basic Principiles

Although some methods of selling have changed, the basic principle will always be to locate and maintain customers.

With all the new technology and ways of contacting customers, there is an unlimited potential for earning business today.

We can not forget that customers will always want excellent service and expect it from people they do business with. I have not seen personal service in many areas in the last 20 years. Today you can set yourself apart from your competitors and have customers waiting to buy from you, if you can have the service that will be personal and have a relationship with customers.

Contact with customers is an essential part of sales today and not many people are doing it. By contact, I am saying personal e-mails and phone calls; this would be so effective that your sales would go off the charts. With the fast pace of the world today, how could you possibly take time to do this? I can relate this to some race car drivers, who actually slow down to speed up, this happens on the track every week. You can listen to the spotter or the crew chief tells his driver, he has a 5 second lead and he can back off and all of a sudden his lap times are faster.

So if you can slow yourself down a little the same principle will work for you, do not try to do so much, but rather do what you are doing better. I want to sell many products today, but if I slow down and talk to one prospect at a time my final results will be higher, because I am developing a relationship with my customers and using my knowledge to help them make a good decision.

Think about how you were treated the last time you went to purchase something. What was important to you and did the salesperson answer questions you had and were you comfortable with them helping you make a decision? How can you expect someone to expect less from you?

You, I am sure, want to have your customers be comfortable with you in helping them make their decision, so how do you make this happen? Learning how to put yourself in your customer’s position is one of the most important things you can do. If you can position yourself to think like a customer, then your success can be tremendous.

Ask yourself how you would expect to be treated as a customer and react accordingly. I know you want to sell everybody, but that will not happen, but they might come back to you at a later date if you are not pressuring them to make a decision right now. You will need that sale later down the road.