6 Essential Steps To Take After a Sales Call

Essential Steps To Take After a Sales Call Essential Steps To Take After a Sales Call
Essential Steps To Take After a Sales Call

sales call is not a one-off activity. Rather, it is an important part of an ongoing process to retain customers. Even if one has had the most engaging sales call and ended up almost finalizing a deal, one should not leave out any efforts to make the best out of the call. It is also imperative to keep the positive momentum going even after the sales call is over.

A great salesperson does more than successfully pitch the product to get the prospect interested; he or she is also one who keeps the relationship with the prospective customer intact irrespective of whether the deal is closed or not. The relationship becomes even more crucial if the sales call has been successfully closed.

In this regard, follow up after the deal become essential. One must understand the manner in which the follow-up should happen so that it is effective. Personalization is often the key to keep the sales prospect engaged. Listed below are some of the essential steps that could be considered after a sales call, to ensure that the customer relationship remains intact.

Best Follow-up Steps After a Sales Call

  1. Conducting A Post-Call Analysis: 

    Salesmen should know what should be their next move and the basis of that move. Unless this is in place, they cannot achieve their objective of clinching the deal. Your salesmen should ask themselves the following questions after a sales call:

      • Was the sales call successful?
      • Were all USPs of the product/service covered?
      • What were the queries of the client?
      • Is another call good enough to close the deal or a physical meeting with the prospect is required?
      • Is there anything more that could have been done to close the deal or make it better?
      • What is the potential of the client? Could we get more business from him/her?
  1. Planning the Next Call/Meeting:

    Salesmen must possess a calendar where they could note down their daily schedules. Dates should be jotted down based on the salesman’s intuition about the client and when he/she might like to receive another call. It is also important to clearly define the target of the interaction. Salesmen should consider involving someone else if they understand that that would clinch the deal.

  1. Understanding the Pain Points of the Client Thoroughly:

    During the call and after the initial call analysis, your salesmen should have obtained enough idea about the client’s pains and the challenges they might be facing. They should ideally categorize these points and then try to figure out the solution that needs to be given. The solutions must be tailor-made to suit clients and should seemingly help him/her in the challenges they might be facing. This way there are more chances that the client may be inclined to purchase your product or service.

  1. Speaking For The Client:

    Salesmen should always try to solve the client’s problems rather than push products or services on them. The client should believe that a problem would be solved or a challenge might be overcome on buying your company product or service. It is the responsibility of the salesman to convince the client of this. Therefore, it is required that your salesman plan their next call in order to speak for the client. Salespeople could list the problems and solutions in order of their importance, so that they have a ready reckoner during the next interaction.

  1. Sending A Follow-Up Email :

    This step is very important and must be done on time. In the email, your salesman could make a summary of the client’s requirements and present it before him/her along with the reasons why your product is best for the client. It is imperative that the mail is not incomplete. The mail must give the complete perspective of the business solution. The mail should be drafted in such a way that it can act as a point of reference during the next meeting. Encourage your salesman to take the help of their seniors if they want to. It is important to remember that sometimes these mails could make or Mar a sales deal closure. In the mail, details regarding the next meeting or offering a demo could be mentioned. If the client has other issues which could be solved using some other products, that could also be addressed in the email.

  1. Keeping Promises :

    Trust is vital for any sale. If your sales representative had promised to call the prospect the next day or had given a specific time for calling them up, he or she must ensure that this is carried out without fail. This habit should be inculcated in your salespeople. The trust of the client needs to be gained and it must be leveraged to get the deal. Salesmen must be trained not to over-promise and under-deliver. The importance of being professional cannot be undermined.

Managing the relationship with the customer from the beginning of the sales process to the completion of the sales transaction and even beyond it, is a pre-requisite for the success of any sales and customer service endeavor. Successful follow up after a sales call is vital for ensuring that the sales prospect remains engaged and interested in continuing with the deal. Paying attention to these essentials of excellent customer service will help businesses go a long way in retaining and attracting new customers.

For more information on how Invensis Technologies will deliver value to your business through Sales and Customer Acquisition Outsourcing Services, please contact our team on US +1-302-261-9036; UK +44-203-411-0183; AUS +61-3-8820-5183; IND +91-80-4115-5233; or write to us at sales {at} invensis {dot} net


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