In my career, I've been fed phrases like "the squeaky wheel gets the cheese" or "be the freshest face in the pile" by sales managers/owners of companies I've worked for.
I agree with these sentiments but I think there's a misinterpretation of these that sets apart good reps from bad reps.
Good reps follow up in a way that treats buyers like they are a trusted partner. Cutting through objections by being concise and disarming but still providing guidance to the buyer that ultimately gets them what they want.
Bad reps think that follow up consists of "Have you done this yet?". I see so much bad advice on LinkedIn and in comments that provide a quick pathway for prospects to feel steamrolled/ like you're an egotistical prick who knows more about their internal processes than they do.
Best advice I have ever been given as a sales pro is treat your prospects how you want them to treat you. Getting in the door is only part of the deal. Don't make the tone of the relationship shifty and condescending by asking questions just to get a response. Be a confidante for your clients and be a strategic extension of their reputation that they can trust to represent them in their company.
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