Learn how to increase your success rate following initial sales calls with the following activities.
An initial sales call starts the sales cycle, but it is up to you as the sales person to make sure that the sales cycle continues after the initial sales call. In some ways, the follow up after an initial sales call can be more challenging than the call itself; there are few scripts or templates that can provide the personalization required to keep your sales prospect engaged. Learn how to increase your success rate following initial sales calls with the following activities.
A post-call analysis for the initial sales call is a critical activity that can help you understand what the initial sales call accomplished and what is still left to be done. A post-call analysis can also help you determine how to make future sales calls more effective. The post call analysis includes, but is not limited to, questions such as the following:
The answers to the questions you ask in your analysis of the initial sales call will inform the steps you take next, so it is important to be truthful when compiling your information.
If you are classifying a sales call as an initial sales call, the assumption is that you are working with a longer sales cycle that cannot be closed in the first call. This means that following your analysis of the initial sales call, you have more work to do. The next step is usually to follow through with the prospect and maintain interest leading into your next sales call or – hopefully – your scheduled sales presentation. You can do this by:
The routines that you follow in an initial sales call and your sales follow up may become rote and easy to follow with repetition. You can make your post sale activities just as easy and set the stage for your future sales by making your follow ups automatic:
An initial sales call is not a stand-alone activity. To make your initial sales calls as effective as possible, make sure that you perform the right activities at the right time following every sales call that you make.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.