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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Higher PROFITS and higher levels of Sales EFFICIENCIES - typical results that are experienced by Chuck Bauer's clients. Chuck has over two decades of sales experience and on a daily basis you will find him consulting with many sales organizations and salespeople nationwide. He is a highly sought after speaker and a member of the National Speakers Association. His information is widely published in many print and internet based publications. He is an instrument rated-private pilot, committed body builder, and mountain biker. Chuck is typically in the following cities: Dallas, Fort Worth, Houston, Austin, San Antonio, Arlington, El Paso and does sales consulting in the United States, Canada, and Mexico.
Sales Coach Chuck Bauer is on the LOOKOUT for HIGHLY SUCCESSFUL Sales People — Sales Managers, Sales Executives, Event Planners, Business Owners — who want HIGHER PROFITS and EVEN GREATER SALES EFFICIENCY. If you know ANY of these people or companies in the Dallas, Fort Worth, Houston, Austin, San Antonio, Arlington, or El Paso areas who would be interested in any of Coach Chuck's programs or services, CLICK HERE to find out about Chuck's REFERRAL INCENTIVE BONUS.
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