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"It shouldn't necessarily be 'I'm going to sell them something.' Sales can take five to seven meetings," Marcus continued. "The goal can be 'I'm going to come back for another meeting,' or something like that, or 'They're going to like my ideas."
Bad Habit No. 4: Failure to follow through
Landing a successful meeting (or five) doesn't mean the deal is done. Follow-up is always necessary. Marcus said some salespeople fail to plan their next step. "After you've had a very good meeting, and you feel that there's interest, always set up a next step," she said. She added that this is a good time to ask about setting up another meeting.
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Brendan Menapace
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Brendan Menapace is the content director for Promo+Promo Marketing.
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