One of my Top Ten "sales-systems" that I encourage all my personal sales coaching students to use as well as my sales management students is a specific Prospect Follow-Up Chart. I have found through my sales travels that most sales people and sales managers "lack" what I describe as precision-based selling, meaning that most do not have any set sales steps or "flow" to follow -- especially as it directly relates to the necessary sales steps to take with a potential client.
Very useful sales advice, its so easy to forget the critical yet very basic sales processes to increase your closing.
avebru01 4 years ago