One of my Top Ten “sales-systems” that I encourage all my personal sales coaching students to use as well as my sales management students is a specific Prospect Follow-Up Chart. I have found through my sales travels that most sales people and sales managers “lack” what I describe as precision-based selling, meaning that most do not have any set sales steps or “flow” to follow – especially as it directly relates to the necessary sales steps to take with a potential client.
Therefore, I will implement a Prospect Follow-Up Chart with the sales person or company based on their industry and sales procedures. I examine closely the product, company and their typical salesperson. Looking further, I place their typical client style under a microscope and apply closing principles to my thoughts and ideas. From churning all this information, I can put together a follow-up chart, that, when followed very closely, will assist sales people in tracking their specific sales steps with their clients. In all cases, the salesperson will always know what their next action item will be. Even more powerful is when the salesperson utilizes MS Outlook calendar to make sure all their follow-up steps are recorded and implemented with the client.
Think about then list the specific ones that will work for your sales process.
Whether you have 5, 50, or 500 potential clients, the Prospect Follow-Up Chart will keep you on track and help you stay organized with each client. Most companies that use these types of follow-up charts will ask their sales people to keep them in a notebook on their desk. In fact, one sales CEO that I consult with, requires it. With this tool the CEO or any of his sales managers can walk into any of the sales offices and see how each salesperson is doing with each client.
Chuck’s Success Stories:
Sales Organization: 80 Person Sales Force attributes 50% increase to Chuck’s Trainings!
The formula is pretty simple – in most cases the more checkmarks there are on the Prospect Follow-Up Chart, the closer the salesperson is to closing the deal.
This is information ANY salesperson can implement now rather easily and have some immediate success with it. You can take it to the next step and use the all new Business Manager Feature that is found in the latest versions of Microsoft Outlook. Or, there are very elaborate electronic based systems that can take you to the highest levels of sales efficiencies. Pick one today and start using your own Prospect Follow-Up Chart – it will save you time and make you more money while closing and fostering new clients with high levels of sales professionalism.
Need Sales Tools? Then check out www.cbsalestools.com
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After only one session as Sales Coach Chuck Bauer's client, your sales expand INSTANTLY. Benefit from sales trainer, mentor, coach, and sales manager Chuck Bauer's decades of experience and leading-edge research into how to sell, sell, sell. A member of the National Speaker's Association, Chuck spends his time in front of large groups giving seminars, individually on site, or over the phone, teaching, supporting, and yes, selling. Published author, in print and online, Chuck's information on selling effectively and efficiently appears worldwide. Based in Dallas/Fort Worth, Texas, instrument-rated pilot, committed body builder, and mountain biker Chuck Bauer consults nationally and internationally with individuals, independents, small businesses, and multi-national corporations.
In 2011, he conducted 623 One-On-One Coaching sessions (many video recorded), he visited 44 cities in three countries, coached on 141 LIVE face-to-face sales presentations, coached on 433 LIVE sales phone calls and conducted 45 Sales Seminars. This type of INVALUABLE experience can help take you and your company to higher levels.
