Thoughtful Thursdays -

A sure way to lengthen your sales cycle is to put off making your follow up calls. It is fitting that lengthening one thing can also shorten another. In this case you may be shortening the length of time you are employed or the the life of your business.

There are many good reasons for not following up. The most common excuses I hear include:

• They probably won't be in
• I don't want to bother them
• They won't be interested anyway
• Something else came up
• I'm going to do it tomorrow

I doubt any of these reasons would be acceptable for you business not compensating you for you, so don't expect your business to accept them for not doing what you need to do.

A great way to rid yourself of any doubts or reasons not to make those follow up calls is to make a habit of determining the when and how the follow up will take place before the end of every call you make.

Good selling,
Richard