“Nothing ever happens in business until somebody sells something” is the old adage. So until you, great salesperson, close a deal your job is not finished. In these times of disruption of the traditional face-to-face selling process the follow up has a different look. Looking at a prospect on a screen offers a different set of feedback than sitting across the desk from them. But the follow up is still key to finding, winning and keeping good customers.
How Is It The Same In Virtual Selling?
First of all, great salespeople recognize the need for follow up. At the end of each sales call, virtual or not, you need to set the agenda for the next meeting. At each step of the sales process the salesperson seeks to gain insight into the prospect. For long sales cycle work follow up occurs on a schedule. For shorter sales cycle business, frequent follow up is important to maintain sales momentum….