How to successfully follow up and close deals

The following scenario was observed during on-the-job sales talks with well over 15,000 salespeople in the DACH region and is repeatedly confirmed by experienced sales and distribution managers and managing directors.

How does the so-called “follow-up” on offers usually work?

A sales representative conducts an optimal sales talk with a customer or potential new customer who was impressed by his appearance, the presentation and the competent solution approaches of the company and at the end of the conversation this happens:

Salesperson:  (Example)

“Okay, then I’ll send you our offer on ____ in the next few days.”

“Would be happy if we get together.”  (or similar choice of words).”

A few days later, the offer is followed up: 

1st call:  (Example)

Salesperson:  “Hello Mr. Muster! Did you receive my offer?”

Customer: “Yes, I have!”

Salesperson:  “How  look  the end?”

Customer: “Unfortunately, I haven’t gotten to it yet because we’re extremely busy at the moment. Please call me again in a week.”

2nd call a week later:

Salesperson:  “Hello Mr. Muster! I am responding to  the offer I sent you last week on ___.”

Customer: “I have to discuss this again internally, unfortunately we’re not that far yet.”

Salesperson:  “Okay, when should I get in touch again?”

Customer: “In about 1-2 weeks.”

 3. Call from the seller at the time mentioned:

Salesperson:  “Hello Mr. Muster! I…”

Customer: “In the meantime we had an internal one  Meeting where we discussed your offer. We will  now two more  Look at competitors/suppliers and then we will decide. Please be patient.”

The average was 5 contacts (calls)!

This is definitely NOT an efficient and successful approach 😉

What essential information has NOT been staked out?

• Is this person the  sole  Decision makers or are there others?
• who are  the  decision maker?
• What is for each individual  particularly important to the decision-makers in this project?
• When meet  everyone to discuss and decide on this project?
• Is it perhaps smarter to arrange a second appointment where all the decision-makers are present when I present my offer and thus come to a conclusion more quickly?
• When should the project be realized?
• Has it actually been decided that this project will be implemented?
• Are multiple bids obtained and who are the competitors?
• and much more

PRO SALES TIP for the efficient follow-up of offers

Work out the “next step” with the customer:

This procedure has been confirmed thousands of times by experienced salespeople as “the best method so far”. Adapt the wording to your own vocabulary (authenticity) and the way your company uses it.

If your offer cannot be issued immediately with an order confirmation, work out the “next step” together with the interested party or existing customer as follows:

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

“Then I will send you the offer by  at the ____  (Tuesday Friday…)!”   ( Formulate definitely and conclusively!)

Tip: Take a note as you say this. (Psychological effect).

Allow a few seconds to let the “sales pitch” seem like it’s over.

Now you ask completely “by the way”  (3 variants as an example):

• “Tell me, how does the decision-making process actually work in your company?”  (wait and see what is said!).
• “After the bid has been made, what needs to be done on your part to make a decision?”
• “How does the procurement process work in your company/your company?”  etc

There are countless variants, but the important thing is:

It is important for you to realize that you are asking for a “DO”! What are the INDIVIDUAL steps to make/get a DECISION.

Why is point 2 so important?

• You will receive essential information  to really have a good grip on the sales cycle and to be able to follow it smartly.
• It also looks a lot more professional as the “follow up on quotes” is more structured  and more professional  and leads step by step to the decision.
• You save yourself and the company ERNORM a lot of valuable time, etc.

And another TIP:

• Stay authentic!

Good luck and have fun!

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