Lead Generation
Opportunity Qualification
Presentation
Negotiation & Closing
Account Management
Follow-Up Communication
"Why haven't they gotten back to me yet?" "They must have gone with someone else" "I'll give them a few more days" "They're probably busy now". Sound familiar? Whether they like it or not, sales professionals have to follow-up on everything from missed cold calls to dead proposals, and 'follow-up avoidance' is a real mental barrier that can grind a Rep's productivity to a halt.
​
In this module, we address the mental stigma of following-up head-on. Participants will understand the psychology behind 'follow-up avoidance', learn the SAGE Follow-up Framework, and create and take ownership over their own personal follow-up guide. We will also introduce best practices for following-up and apply those concepts to a number challenging sales scenarios.
COURSE DETAILS
Live training format
​
4 lessons
2 Hours completion time​
​​
Role Play optional add-on
​
​
After completing this course, you will be able to:
-
eliminate the fear and stigma of following up with prospects
-
create your own follow-up guide using the SAGE Follow-up Framework
COURSE CURRICULUM
1.
Introduction
-
The importance of following-up
-
Understanding and eliminating the fear of rejection
-
Making follow-up part of your daily routine
.jpg)
Kevin Legg
2.
The SAGE Follow-Up Framework
-
Obtaining up-front agreement
-
TRC: Timing, Reasons, Channels
-
Exercise: Create your own personal Follow-up Guideline
Kevin Legg
3.
Follow-Up Best Practices
-
Avoiding 4 key follow-up mistakes
-
Strategies for 3 common scenarios: “The Ghost”, “The Impatient Prospect”, “The Deflector”
Kevin Legg
4.
(Optional) Role Play
-
Communicating the business case for your Customer Road-Map
.jpg)
Stephen Gonzalez & Kevin Legg
Save this training