Business, Sales & Marketing

Tip # 5 

Selling is more than quoting. Studies show that it takes an average of five contacts on the same customer to make a sale but most salespeople stop at 2-3 calls. Most do a reasonable job of quoting the customer but only 20% of them take the next steps and close the sale. The finest example, the best of the best, in closing by following up I learned years ago. He taught me the importance of follow up in getting the sale. He not only had a file full of outstanding quotes but made a list of them on a sheet of paper which he carried with him at all times. He called and followed up daily or every couple of days until the customer gave him the order. I copied this technique and learned that often sales were gotten that might have been lost because I had built a relationship with my customer during the follow up process so that they finally gave me the order.