Colleen’s Blog

Too many salespeople fail to follow up, and often, it's because they don't have a follow up schedule that works.

Especially in 2020, you need to diversify your prospecting to ensure long-lasting success.

Always be prospecting. Why do I say that? I can tell you that in 25 years of selling, I have never met a sales problem that can’t be solved without good prospecting skills.

You did it. You made the sale. The paperwork has gone through and you’re ready to move on to the next prospect and close yet another deal. Little do you know, making the sale was the easy part, maintaining a mutually beneficial relationship with your new client is where things start to get messy. One of the biggest problems salespeople face is dealing with the amount of issues that come up with clients after the initial sale is made. Many clients can be high-maintenance, or can be difficult to please. The good news is you can take steps before the sale is made to ensure that you are drastically reducing the chances of such scenarios arising. 1) Don’t Sell To Everyone There is a certain amount of information you can gather about your prospect prior to making a sale. The problem is, salespeople get so wrapped up in trying to close a deal that they disregard their judgment as to whether or not the prospect will be a right fit. Don’t fall into this trap! Be confident enough in your own judgment and abilities to become selective with who you choose to work with. Think about it, if you make a sale with a client who wastes a considerable amount of time (you could be using to close more deals), is that initial sale even worth it?