After the show is over, how do I follow up? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That’s real fast.
Tag: attention to detail
One of two things is usually happening when I start working with a client on follow-up. They are either not following up at all or they are following up like is it still 1982.
I had every reason to be mad. There I was, standing in the middle of Manhattan, struggling to hold my laptop, projector, handbag, and books. I was about to give a huge presentation, and I’d arrived 45 minutes early.
You’ve done everything right with your new prospect. But, now that the contract’s in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.
The prospect might know you’re close to the end of the month, or the year, and starts insisting on a deal. What should you do?
How much of your presentation is “standard?” Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it?
Want to lower your chances of making a sale by 17 percent? Sprinkle the word discount in your sales conversation.
Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person.
Most people misunderstand and mis-define the word serious. They view it as stoic, non-smiling, stiff, non-humorous, and boring. Hardly.