Sales Call Follow-up Checklist
by Lance Webster
How to follow up your sales calls... after every time you make a sales call (in person or by phone) here’s a checklist to help you evaluate what worked....and what didn’t, and how you can do better next time!
Cut out, duplicate, save and use!
THE INTRODUCTIONS
Did you learn about the prospect or the company in advance?
Did you find out about your prospects hobbies and interests?
Did you start building a personal relationship?
Did you ask about your prospect’s life, philisophy, prospects?
Did you inquire about challenges his company faces?
Did you spent about 70% of your time listening?
SECOND STEP:
THE QUALIFICATION
Did you ask who else would be involved in the ‘buy’ decision?
Did you learn waht it would take to get the business?
Did you find out your prospect’s budget? The time frame?
Did you ask if there were any specific or unusual needs?
THIRD STEP:
THE SURVEY
Did you ask open ended questions such as who, when, what, how, where, how many, what styles, and how much?
Did you ask what matters the most to your prospect?
Did you inquire about your prospects perceived risks?
Did you give the opportunity for them to say how you could help?
Did you ask what they think of your company and it services?
Did you ask what he thinks about his current vendor -- what works and what doesn’t.
FOURTH STEP:
THE OBJECTIONS
Did you listen carefully and really hear his concerns?
Did you pause and maintain your calm before responding?
Did you ask questions to learn more about any objections?
Did you answer objections to your prospect’s satisfaction?
FIFTH STEP:
THE CLOSING
Did you actually ask for the order?
Did you get the prospect to indentify any obstacles?
© 2008 Lance Webster, LW Communications & Coaching
*Lance Webster is an L.A.-based personal action, productivity and relationships coach who coaches in person o via telephone and via conference call courses, in-person seminars, and one-on-one coaching. Contact him at LanceCoach@aol.com, or (818) 787-9550 . Visit www.LanceCoach.com