Developing Your After-Call Sales Strategy
Audio • 26
Learning Objectives
- Design and implement a robust follow-up process that supports long-term relationship building and continued sales success.
- Create and nurture stronger professional relationships by adding value even after a sale is lost.
- Identify and manage common pitfalls in the after-sales process, such as ghosting and complacency.
Lesson Description
Many sales people mistakenly believe the job is done after the initial sales call, but a strong after-sales strategy is critical to success. In this audio lesson, business coach Robin Waite discusses how to develop a proactive post-call plan. He recommends using "moments of delight" and other personalised touch points to keep the prospect engaged and prevent them from going cold. The discussion also covers how to handle ghosting by being assertive and giving the prospect permission to say "no," as well as the importance of maintaining helpful relationships with prospects who ultimately don't buy from you.
