100% of Followup is a Waste of Time

Salespeople waste a lot of time following up. That is because they take put offs from a prospect and interpret them as sincere interest. The prospect says “send me a quote”. So they do thinking they have a qualified prospect. However, many times the prospect knows that asking for a quote (or to send information) is the easiest way to get rid of the sales person. Then they ignore the salesperson’s calls when he or she spends valuable time trying to track down the prospect for a decision. The way to avoid this is to get a commitment for a decision at a specific point in time and even to get an appointment (in person or by phone) to get the decision. If the prospect won’t give you that then they are probably not as qualified as you think they are. Its not following up if you have an appointment to discuss the outcome of the quote. Almost all of “follow up” can be avoided if you follow this simple rule – “Never do anything until you know what is going to happen after you do it”.

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