Getting the Re-order

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Getting the Re-order

Written by Mike Brooks

Effective Follow Up

There aren't many people on earth who have lots of extra time on their hands. Why in the world would a rep invest over an hour with a prospective buyer and then not follow up? Was the project too small? Did something more profitable fall into the pipeline? I guess I'll never know. A quick phone call or email explaining the situation would have gone a long way toward gracefully bowing out and saving your brand's reputation.

I've been listening to recordings sent to me by companies I'm working with and a couple of things really stand out. First, the tremendous advantage of recording your calls is once again confirmed. Everything you're doing right, all the things you're missing, and every area that needs improvement is right there for you.

Please, if you are a manager or sales rep who wants to improve their team or make more money, Record Yourself!

Second, what was glaringly evident on this batch of recordings was how unprepared some sales reps are when calling back on existing customers. Here's how the majority of them opened their call:

"Hi _______ this is ________ with the ABC company, and you order X supplies from us. Just wondering if there was anything you needed..." or, "just wanted to see how you were doing what your supply of..."

Now I don't know about you, but the last thing I want to do is call my client or prospect back and hand control of the call over to them!

As a Top 20% producer, I'm going to script out and plan in advance the very best opening I can. I want to assume the sale, lead the prospect to an order, and get them thinking of things they need -- especially if they weren't thinking about them prior to my call!

If you call your customers or clients back, use any of these:

"Hi, this is _________ with the ABC company, we of course supply you with your X equipment; I was looking at your account and I see that it's time for you to order some X equipment" or

"and I see you must be getting ready to order some more X equipment," or "and I see you must be running low on X."

And then immediately suggest an order.

"I see you ordered X amount with us last time, would you like us to ship you that same amount, or would you like to double that order today?"

And regardless of what they say, be ready to suggest another product or promotion!

"You know I'm glad I reached you because we're having a special today on our xyz product, and they are flying out the door. Would you like me to send a box of these out to you as well?"

You see how this goes? Can you imagine how much more business you will get if you say this on each and every call you're already making?

In conclusion -- been prepared in advance with scripts and techniques that work and you will immediately catapult yourself into the top 20%. Why not start asking for more orders on each and every call?

Mike Brooks
		About the author:
		With over 20 years of inside sales closing experience, Mike Brooks has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices. Author of the hot new book,The Real Secrets of the Top 20: How To Double Your Income Selling Over the Phone, Mike's proven techniques, strategies and skills are used successfully by companies in industries such as securities sales, high-tech sales, pharmaceuticals, equipment leasing and other business to business applications. Mike combines proven, current tactics and skills with personal experience to provide a motivational and practical presentation. .