Featuring LIZ WENDLING, SalesCoachForWomen.com
Why “just following up” may cost you sales!
I’m not suggesting you don’t follow up; I’m suggesting that you stop using the words “follow up” when you’re calling back or emailing potential customers. “Follow up” and “following up” are overused words with little or no value these days. Everyone is just following up!
Those words immediately send a signal to people that you’re trying to move the sale forward. What you’re saying is not what they are hearing. Your customer interprets that as… “I just want to know if you are ready to buy and how can we move things forward.”
An initial negative reaction is triggered and alarms go off that you are trying to push them into making a decision. Touching base and checking in are just a bad.
If your customers won’t return your calls, don’t respond to your emails or go missing, you need to be on this call to learn how to avoid the pitfalls and mistakes that good salespeople make that cost them sales.
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