Following Up after a Sales Meeting

Stop your sales deals from going cold. Learn practical strategies for successfully following up with prospects after a sales meeting.

When it comes to closing deals, stellar presentations aren’t always enough to clinch a sale. Effectively following up with prospects after a sales meeting is critical—and failing to do so can cause a once-promising deal to go cold. In this course, Steve Benson, a top sales coach and expert, shares practical strategies for following up with prospects in a way that keeps the momentum of a great sales meeting going. Learn the ingredients for a powerful follow-up; how to tackle common objections such as “I’ll think about it”; and how to evade common pitfalls, including which phrases to avoid in your follow-up email or calls.

Introduction

• When a sale goes cold

1. Set Yourself Up for Successful Follow-Up

• Setting up your follow-up
• Arm yourself with the right follow-up details
• Follow-up steps to take during the sales call

2. Know the Ingredients of a Powerful Follow-Up

• Your first follow-up
• The best method and day to follow-up
• Staying top of mind using value
• Engaging your prospects with content

3. Prevent Objections from Becoming Roadblocks

• Anticipate objections while following up
• "I'll think about it"
• "Send me some more information"
• "It's too expensive"
• What to do when a prospect goes silent

4. Mistakes to Avoid While Following Up

• Not having a follow-up schedule
• Phrases that turn prospects off
• Knowing when to walk away from a sale

Conclusion

• Winning the sale