Chances are you've set-up a follow-up call with a prospect, but when it's time to actually have that conversation, you are unable to reach them.
Determining whether that follow-up call is real is called post-selling. When you post-sell, you're specifically addressing the “buyer’s remorse” aspect of a sale, or in this case, the appointment. This step directly confronts possible issues that may arise later in the process.
A post-sell scenario will sound like this:
Salesperson: “John, we are set to talk again Tuesday at 3 p.m., in the event that I happen to get your voicemail what should I do?”
Prospect: “You can leave me a voicemail”
Salesperson: “No problem, when do you think I should be hearing back from you after that?”
It's important to determine a next step and confirm that your prospect will actually be both available and willing to take your call. Never be afraid to get your prospect to a solid "yes" or "no".
To learn more about the Post-Selling process, sit in for free on one of our upcoming Foundations classes. Click here for more information.
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