From the course: Sales Meetings: Planning for Success
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Maintaining engagement in sales meetings
From the course: Sales Meetings: Planning for Success
Maintaining engagement in sales meetings
- You've had a successful meeting with your prospect or your customer. Is that it? Is your job done? Is your phone now going to ring? Of course not. The job is not done. The opportunity is not won. Now is not the time to rest. But be careful. You don't want to apply too much pressure or be pushy. That's the other extreme. So what do you do? You maintain contact. You maintain engagement. How? That's what this video is all about. You see it all the time, salespeople make assumptions, they meet with prospects and deliver a presentation. They assume that the work is done. They meet with customers and have a great meeting. They assume that the customer is going to get back to them, but do they? And why should they? Who is serving who? You want their business. You want their approval. You want their commitment. So you have to maintain engagement. If you don't, while you're doing nothing, the competition can move in. People can lose interest, priorities can change. I learned this phrase in…
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