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Follow up promptly from "summary" of SPIN® -Selling by Neil Rackham
When you're selling, you have to keep moving forward. And that means following up promptly. Think about it - if you wait too long to follow up after a meeting or a phone call, the prospect might forget about you. Or worse, they might think you're not serious about doing business with them. So, as soon as you can, send a quick email or make a call to recap what was discussed and set the next steps. Following up promptly also shows that you're organized and on top of things. It demonstrates that you value the prospect's time and that you're committed to helping them find a solution to their problem. In a world where everyone is busy and distracted, being prompt in your follow-up can set you apart from the competition. But it's not just about speed. Your follow-up also needs to be relevant and tailored to the prospect's needs. When you follow up promptly with a personalized message that addresses their specific challenges or questions, you show that you've been listening and that you understand their situation. This kind of thoughtful follow-up can help build trust and rapport with the prospect, making it more likely that they'll want to continue the conversation with you. So, the next time you have a sales meeting or a phone call with a prospect, remember to follow up promptly. Be quick, be organized, and be relevant. By doing so, you'll show the prospect that you're serious about helping them and that you're someone they can trust to provide value. And that can make all the difference in closing the sale.
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