![]() I don’t know where that research comes from. It takes a person eight to 10 touches or messages to make a decision. Well, let’s just say, “Just checking in,” and “God bless,” are probably two statements that shouldn’t be used in follow-up.īut I guess what I mean is the fact that, first of all, we’ve all heard the research that the average salesperson gives up after two to three times. So, when you say people don’t follow-up, what do you mean? God bless.” I mean, we need a better way to follow up. It’s like, just start investing in Sharpies and cardboard. What do you mean by that when you say that people don’t follow up? I often say that the way people follow up today often sounds like this, “Hey I’m just calling to check in and see if you made a decision yet?” And you’re basically a tin cup and a cardboard sign away from begging at that point. I am just a passionate believer that the sale happens in the follow-up. I mean, they might once or twice, but they don’t stay in it for the long game. What are the biggest mistakes that you see people make when it comes to sales follow-up? I know this is a topic that you’re passionate about and teach a lot about. So Meridith, we’re talking about this idea of sales follow-up. It’s all about how we turn those adversarial traps where buyer and seller are butting heads together, and how we get people on the same side, working together, kind of putting a puzzle together. I’m a business growth and sales strategist, and my passion is helping my clients turn all of this uncertainty into their competitive advantage.Īnd most people know that I’m probably best recognized for this book I co-wrote with Jack Quarles, called Same Side Selling. Yeah, I don’t know, you set me up really well. Before we get into that, Meridith, can you give people a little bit of your background, so they have a sense of just how brilliant you are? Something that is often the scene of epic failures. We are talking today about the notion of follow-up in sales. Welcome to the Same Side Selling podcast, I am joined by the talented, brilliant Meridith Elliott Powell. ![]()
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