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The quality of your follow-up either adds or subtracts to your credibility as a sales professional. The more focused and sharp you make your follow-up the better. Make it about your customer’s needs, pains, and challenges. People care about how you can help them, not about how great your product is. All of your follow-up should be templatized, highlighting the main takeaways from the meeting and the agreed next steps to hold everyone to account. Do this the right way and quickly after meeting customers and it will go a long way in distancing you from any competition.