I believe I know why most professional sales people are not more successful. Regardless of the industry, the geographic location of your company, or the size of your average order, this single shortcoming is responsible for damaging potentially lucrative sales careers.
Ask any seasoned sales professional person what he or she feels their biggest roadblock is and their answer will sound like the words follow-up. If you’re looking for just two words to help guide you to more profitable sales without hesitation or apology, they are the words “follow” and “up.”
Unfortunately, sales people have earned the reputation of saying whatever needs to be said to close a sale. Not unlike today’s politicians, sales people say and do what is required to make the sale. And then, all bets are off.
That may be the reason why sales professionals have such poor reputations. After the contract is signed, it’s anybody’s guess what will happen next. One thing can be counted on, and that is the salesperson is off focusing on the next prospect at the expense of their current customers.
I’m not going to beat this topic to death, but I want you to understand how important it is to do exactly what you say you were going to do. Follow-up and follow-through are two key ingredients if you have any intention of becoming a professional sales person. Do what you say you are going to do.
Do not expect the prospect or client to get back to you.
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club. Send for details.
