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Wanda Allen: How to Improve Sales Through Follow-up
Learning from Smart People
English - November 04, 2021 09:00 - 33 minutes - 29.3 MB - ★★★★★ - 15 ratingsBusiness Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
In this episode of the Learning from Smart People Podcast, Wanda Allen talks about how to improve sales through follow-up. Rob Oliver asks her about her background and the conversation from their covers this uncomfortable and feared topic. Wanda Allen says that follow-up is one of the major obstacles to more sales.
Here are a few of the major points from the Rob Oliver’s conversation with Wanda Allen about how to improve sales through follow-up:
· Wanda’s back story of starting as a banker working with Small Business Administration loans
· How her job forced her to create systems
· Her study of the sales process uncovered the importance of follow-up at every stage
· A layoff opened her up to her next career opportunity as a speaker and trainer
· System as a concept can mean the same thing as a “daily routine”
· A customer relationship management software is the heart of the system
· Reminders in your CRM are your call to action
· There are a number of options for CRMs, the important thing is to use it!
· There is a difference between working in your comfort zone and truly being systematized
· It’s okay to have more than one process, just not too many!
· Mindset is key in the follow-up process
· Fear is a huge obstacle to follow-up
· 80% of sales are made between the 5th and 12th contact
· Suggestions for what to include in the “Notes” section of your CRM
· There are multiple ways to stay in touch without being salesy
· Be careful to understand that you do not know what other people are going to think
· Only 10% of people make contact more than 3 times
· 98% of the time, you are going to have to follow-up in order to get the sale!
You can learn more about Wanda Allen, her speaking, coursework and freebies through her links below:
Website: https://followupsalesstrategies.com/
Twitter: https://twitter.com/salesfollowup
Facebook: https://www.facebook.com/FollowUpSalesStrategies
Instagram: https://www.instagram.com/followupsalesstrategies/
Linkedin: https://www.linkedin.com/in/wandaallen/
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