Get the ONE Tip for Productive Follow-Up. Learn Where to Put Your Focus.

Taking just this ONE tip will make your follow-up productive.  Stop spinning your wheels and wasting time!  Don’t keep visiting the same prospects who aren’t interested over and over again!  The solution to this dilemma is very simple.  FOCUS ON NEXT ACTION STEPS!  Find out how to focus your attention to get you out of the rut and on the road to productivity in this area.

Read the previous article here:  http://bit.ly/2AiDsSb  2 Big Problems with Cash Discounting. Have a Better Set-up and Don’t Get Robbed!

Here are two things you must do to focus on next action steps:

1. Do this EVERY SINGLE TIME you leave a merchant location or get off the phone with a merchant. Decide what your next action steps should be, and be honest with yourself.  If the merchant is not interested, your next action step is to do nothing.  Mark as not interested and be done with it in your CRM.  Otherwise, be specific about the next action step.  It should have a date and time.  You might say, “I’m going to call Susan next Tuesday morning.”  Or “I am going to follow-up with Bob in twelve months, when his contract is up.”  Enter your next step into a system which reminds you about it.

2. TAKE the next action step when you’re reminded! One of my all time favorite quotes is, “Exercise integrity at the moment of choice.”  I’m not sure who said that; I heard it from a pastor.  Check your schedule in the morning.  If there are four next action steps which you entered a month ago for this day, “exercise integrity at the moment of choice.”  You decided those four steps needed to be taken today.  Get your lazy butt out of bed, get dressed, and go take those next action steps.  Plan the next action step and then execute the next action step.

If you do those two things, your follow-up and call backs are going to be super effective and super-efficient.   AND your sales numbers are going to go through the roof!

Read the next post:  The Plain Truth for Sales Professionals: Be Willing to Be Uncomfortable to Gain Success

The Plain Truth for Sales Professionals. Be Willing to Be Uncomfortable to Gain Success.