SLH Sales Training Morsel #71

IF YOU QUOTE IT, FOLLOW IT!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Because of the frenetic pace of every Seller’s day, things sometimes fall through the cracks – it’s only natural but that doesn’t mean it should happen.

Perhaps the most glaring example is when a Seller provides a quote or establishes a “next step,” but fails to follow-up properly. This can be an incoming call or an account we’ve solicited. In either case, the opportunity to get business should always be treated with the highest urgency and desire. It may only be the beginning, but can develop into a long-lasting and mutually-beneficial relationship.

I am always shocked when Sellers tell me they don’t follow-up their quotes. It’s as if we figure that we’ve done our job and if the Buyer wants to use us, they’ll call back. And, it makes no sense trying to guess what the Buyer is thinking anyway. If we take the time to quote something, we should ask for the order right then and there.

• The price is $*** and I can reserve that for you right now. How’s that sound?”

There are times, of course, when an immediate Buyer’s decision is not possible. In these cases, a specific follow-up plan should be established:

•  Ask “What’s the next step?”
•  Or, “When do you want to hear back from me?”
•  Or, “If I don’t hear from you first, when should I be back in touch?”
•  Or, “At what point, will you be able to proceed?”

If we take the time to quote something, we need to take the time to follow-up on it – 100% of the time.

What do you think?

Good Selling to you!

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SLH Sales System Morsels are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of the SLH Sales System.