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Following Up after a Sales Meeting

via LinkedIn Learning

Overview

Stop your sales deals from going cold. Learn practical strategies for successfully following up with prospects after a sales meeting.

When it comes to closing deals, stellar presentations aren’t always enough to clinch a sale. Effectively following up with prospects after a sales meeting is critical—and failing to do so can cause a once-promising deal to go cold. In this course, Steve Benson, a top sales coach and expert, shares practical strategies for following up with prospects in a way that keeps the momentum of a great sales meeting going. Learn the ingredients for a powerful follow-up; how to tackle common objections such as “I’ll think about it”; and how to evade common pitfalls, including which phrases to avoid in your follow-up email or calls.

Syllabus

Introduction
  • When a sale goes cold
1. Set Yourself Up for Successful Follow-Up
  • Setting up your follow-up
  • Arm yourself with the right follow-up details
  • Follow-up steps to take during the sales call
2. Know the Ingredients of a Powerful Follow-Up
  • Your first follow-up
  • The best method and day to follow-up
  • Staying top of mind using value
  • Engaging your prospects with content
3. Prevent Objections from Becoming Roadblocks
  • Anticipate objections while following up
  • "I'll think about it"
  • "Send me some more information"
  • "It's too expensive"
  • What to do when a prospect goes silent
4. Mistakes to Avoid While Following Up
  • Not having a follow-up schedule
  • Phrases that turn prospects off
  • Knowing when to walk away from a sale
Conclusion
  • Winning the sale

Taught by

Steve Benson

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