Follow Up Sales 101

Support can come from many different ways and equipment now with all the technology that has been improved to help you get to all your customers very easily. You can use direct mail delivery companies along with e-mail directly from you. You also may want to think about using the phone to more effectively keep your customers on a personal basis. If you can develop good relations with customers and use the phone to keep your name in front of them, that is an amazingly effective way to get repeat business.

Your past customers can be one of the most effective sources of support that you can develop. I’m sure you have heard the old terms about customers talking to their friends and their friends talking to their friends, well that stuff works and you can benefit from it if you will just follow up with your customers. People like to feel special and if you treat them like they are special you can and will become the success person you want to be.

Follow up sales support items include, computers, and books, web sites that have information about people or products that you sale or service. There is an endless amount of support you can use if you only look for it and use it. Find what others are doing and use it and form it to your type of sales and plan what you do on a daily or monthly basis.

Follow up sales support starts when you start properly doing follow up sales, others will know you are serious about it if you start an effective plan and follow it on daily basis. Looking at how you want to follow up and how involved you want to become, is essential to being successful at follow up sales.

Bob Callahan

http://www.followupsales101.com/trainingmodule.htm

How do we get the customer to find us? It is no secret that word of mouth is the best advertising and you need to get involved in this. What I mean there is that longevity is probably the easiest way to become involved, but there are other ways to get people to send you customers. What are you selling?

Are you an expert in that area or are you a member of the Chamber of Commerce or anything else that has members and know you and what your product is. Are you proud of what you do and how your product meets the needs of customers?

I have known many salespeople and did not even know what they sold. I have mention salespeople many times in these pages and I want you to know that if you have a product you are a salesperson. You may have salespeople working for you, but you need to understand that you are in the sales business with them.

Let people know what you do; it will be good for sales. Many people do not like salespeople, but we all depend on salespeople to make things run so all of the company employees can have a job. If you are the president of a company or a janitor of a company, you are connected to the salesperson.

We should be sending them business and help when we can. Sales is not an easy profession and it is one of the most honorable positions in the world. Help when you can your job depends on a salesperson so be thankful that someone is willing to be on the front lines for your company. Salespeople need to develop a relationship with employees to let them know you are an honorable person and will do your best to help anyone they might refer to you.

Adding value to yourself can and will make customers look for you. People look for people who will help them, especially people who will help them make good decisions. This is a very useful sales tip that can make you successful. Make good decisions on what sales tips to use and become that super salesperson you want to be.

Bob Callahan

http://www.followupsales101.com/trainingmodule.htm

Sales training is an art in itself and when you know how to do it and what to look for in people, you are 80% complete in the task. Can you ask the right questions to know how they will perform in a sales situation and is it a true indicator of how they will be in the field of selling?

I’m sure you have heard of the 80/20 rule and in sales training it is the rule for sure. If you are not familiar with the 80/20 rule then what this means is 80% of the income is derived from 20% of the sales force and 20% of the income is derived from 80% of the sales force. It has not changed for many years and if you know this going in then you can adjust you hiring practices accordingly.

How can you know that if the salesperson you are talking to is going to perform for your company? Can you know if sales training is worth the investment and are you hiring one of the 80% salespeople or a superstar? What has been the performance in their past job and have they received proper sales training. Why are they looking to change, has there been a change in their life such as getting married or has there been an addition to their family. If there is a reason for the change, then you can be almost certain that they are motivated and want to learn and maybe are willing to give what it takes to get in that 20% club.

If a salesperson has had recent changes in their lives, then you can be confident that their motivation for wanting to improve themselves is sincere. Your investment for sales training would be almost a sure thing that they will work harder and be motivated to do their best for your company. The likelihood of them becoming one of the 20% salespeople is greatly increased.

Another one of my questions for potential salespeople is to ask them to sale me my product and this can tell you if you have a great salesperson or maybe one that needs some training. If they start off by trying to convince me how great the product is, then I know that they are in the 80% and thus need some training. If that start by trying to qualify me for the purchase then you and I both know we have one of the 20% salespeople and that is a good indicator that they have the potential to be a superstar.

Sales training for either of the types of salespeople needs to be focused on knowledge of product and assisting potential customers make good decisions so you and the customer are in a wining situation. Focus on the right knowledge of customers and product will bring consistent results for your company and the right type of system can insure the salespeople as well as the company success.

Sales training and sales systems are how success stories are written and you have the ability to start your company’s success story. Potential salespeople need to be hired on capabilities and either you are going to train them to be good salespeople or you have that superstar that needs to be put in that success situation, you make the call, but look at their value and potential and see where they belong.