Tips on how to maintain the sales conversation momentum from Amy Franko in today’s episode!
What do you do to maintain momentum in your sales process?
Join the conversation below and get a chance to win a copy of Amy’s book.
Please see our book giveaway guidelines for details.
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Amy Franko. Amy’s background is super impressive. She’s a keynote speaker, trainer, and author specializing in B2B sales and sales leadership development with over 20 years of client facing sales experience. Here she is with today’s tip:
Amy Franko: Part of the strong sales strategy is keeping momentum going, especially after that really productive sales conversation with a prospect or client. We don’t want to lose that rapport or that forward movement that we’ve created. This strategy can help you with in-person meeting, a video call or a phone call. Toward the end of the conversation, I’ll summarize my key action items that I’m taking away as a follow-up. This leads to the second part of the strategy, which is scheduling the next conversation before you leave this one, and it might sound something like this: “So my key take away here is to create a proposal based on these outcomes that we’ve talked about. Let’s look forward to the next week or two and get 45 minutes on the calendar for me to walk you through it. From there, we can take any next steps that make sense.” I get a positive reaction to that nearly 100% of the time. It’s a professional way to get something on the books before the call or meeting ends and I try to keep that follow up meeting to 45 minutes. This saves time and it keeps the process moving. It also shows that you’re thinking ahead.
Scott Ingram: Amy is also the author of The Modern Seller. Amy will be giving away one copy of her book and all you have to do to enter is go to DailySales.Tips /27 and answer today’s question which is, what do you do to maintain momentum in your sales process? We’ll choose a winner at random one month from today on March 15th but you can get a free chapter from Amy’s book right now at amyfranko.com then come back tomorrow for a tip from me about Asking for Help.