Selecting a Follow-Up Medium

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Many commission plans are confusing, so it is especially important that you ask (and re-ask if necessary) to have the commission plan clarified for you.

Even if you are already working as a salesperson and still do not understand your company’s commission plan, ask for clarity.

Select your communication method based on what is most effective for your prospect.
Too many salespeople choose the follow-up method based upon their own personal comfort levels, rather than the most effective tool for the job.

For example, I find email to be a relatively simple, and therefore comfortable, form of communication.

Let’s say I have important information that solves a significant problem for a buyer. The easy way to communicate: send an email. “Good news! I have a solution for your concern about . . .”

But if, in this example, I am solving a major problem greece telegram data that makes it easier for the customer to move forward, wouldn’t I want to be on the phone to ask for the sale immediately upon the resolution of said problem?

Are you selecting your follow-up medium based on what is easy for you or what is effective for your prospect?

Beware of your own tendencies, my friend. Our brains are designed for one primary function: to keep us alive, to survive.

When you face a discomfort (making a phone call, for example), your brain has a tendency to interpret that discomfort as a threat. And when you feel threatened, your brain goes into survival mode.

With an understanding of how the brain works, we can easily see how we can get fooled into believing that the most comfortable follow-up method is also the best one.

That explains why emails are sent when phone calls are more appropriate, or text messages are delivered when video messages would have far greater impact.

The Customer’s Best Interest, Not Yours
In every case ask yourself the critical question: What is in the customer’s best interest?