Efficient follow-up on offers

How to increase efficiency in "following up" on an immediate basis: 

• • The following scenario was encountered at Sales conversations „on-the-job“ This has been observed in well over 15,000 salespeople in the DACH region and is repeatedly confirmed by experienced sales and distribution managers as well as managing directors.
  • How does the so-called "follow-up" process for offers usually work?
  • A The sales representative conducts an optimal sales conversation. with a customer or potential new customer who was impressed by the company's performance, presentation, and competent solutions, and at the end of the conversation this happens:

Seller: (Example)

• • "Okay, then I will send you our offer on the topic of ____ in the next few days."”
  • “I would be happy if we could get together.” (or similar wording).” 

A few days later, the offer is followed up as follows: 

Call # 1: (Example)

• • Salesperson: “Hello Mr. Muster! Have you received my offer?”
  • Customer: “Yes, I have!”
  • Salesperson: “How’s it going?”
  • Customer: “Unfortunately, I haven’t been able to get to it yet, as we are extremely busy at the moment. Please call me again in a week.”.

Call # 2: one week later

• • Salesperson: “Hello Mr. Muster! I am contacting you regarding the offer I sent you last week concerning ___.”
  • Customer: “I need to discuss this internally again; unfortunately, we're not quite there yet.”
  • Salesperson: “Okay, when should I contact you again?”
  • Customer: “In about 1-2 weeks.”

Call # 3: two weeks later

• • Salesperson: “Hello Mr. Muster! I…”
  • Customer: “We recently had an internal meeting where we discussed your offer. However, we will now look at two other competitors/suppliers before making a decision. Please bear with us a little longer.”

The average number of contacts (calls) required to obtain a "YES" or "NO" response was 5!

This is definitely NOT an efficient and successful approach ;-)

What essential information was NOT staked out?

• • Is this person the sole Decision-makers, or are there others?
  • Who are the Decision-makers?
  • What is particularly important to each individual decision-maker in this project?
  • When do we meet Everyone to discuss and decide on this project?
  • Would it perhaps be smarter to schedule a second meeting where all decision-makers are present when I present my offer, thus reaching an agreement more quickly?
  • When should the project be implemented/completed?
  • Has it actually been decided that this project will be implemented?
  • Are multiple quotes being obtained, and who are the competitors?
  • and much more

PRO SALES TIP: efficient follow-up of offers

1. 1. Work out the “next step” with the customer:This approach has been confirmed thousands of times by experienced salespeople as "the best method to date." Adapt the wording to your own vocabulary (authenticity) as well as to the terminology appropriate for your company.

• • • If your offer cannot be immediately confirmed by an order, work out the “next step” together with the prospective or existing customer as follows:

2. Tell the customer when they will receive your offer, e.g.:

• • • “Then I will send you the offer by ____ (Tuesday/Friday…)!” (Formulate your thoughts precisely and conclusively!
    • Tip: Make a note while you say this. (psychological effect).
    • Leave a few seconds to make the “sales conversation” seem to be over.

3. Now ask a completely “casual” question (3 variations as examples):

• • • “Tell me, how does the decision-making process actually work in your company?” (wait and see what is said!).
    • “What needs to be done after you submit your offer in order to make a decision?”
    • “How does the procurement process work in your company?” etc.

There are countless variations, but the important thing is:

• • • It's important for you to recognize that you're asking for action! What are the individual steps to make/obtain a decision?.

Why is step # 3 so important?

• • You will receive essential information to really have the sales cycle "under control" and to be able to track it intelligently.
  • It also appears much more professional, as the “follow-up on offers” process is more structured and professional, leading to a decision step by step.
  • You and the company ENORM save a lot of valuable time, etc.

And another tip:

• • Stay authentic!

Good luck and Fun!

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