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Phew! You did it. You made it through the big sales call you’ve been prepping for all week. You prepared appropriately, executed on your plan, and you feel like you’ve moved the relationship forward. Now what?
A salesperson’s job doesn’t end once the sales call ends. In fact, that’s when the real work is just getting started. You have a whole host of new information on your prospect to fold into your overall strategy, you have information you’ve promised to provide in a follow up, or you have some additional research to do. As much as you want to call it a day, the 15 minutes after a call are crucial.
That’s why we asked 5 sales experts about how they spend the 15 minutes immediately after a sales call. We’ve highlighted their answers below.
“Winning salespeople do a thorough post-mortem analysis immediately after a call. If they did not meet their call objective(s), then it is important to determine the strategy for the next call and the next steps while this call is still fresh in your mind, as the facts and emotions of the moment will only diminish and become less accurate guides for future actions as time passes.”
- Andy Paul, Sales Process Expert, Speaker, & Author
There’s no better time than immediately after a call to assess how it went and prepare the appropriate next steps. Strike while the iron is hot and the details are fresh.
“I grab a bite to eat, or a cup of coffee, take a moment to de-compress. Do a ‘happy-dance’ if it went really well – or suffer over the places I got stuck. When I am really on my game, I send a promised follow-up item, or send a message with a promise for when I will get follow-up items to them within that 15 minutes."
-Dianna Smith, Founder of Irreverent Sales Girl
Take a moment to breathe and decompress. You’ll be able to think and assess next steps more clearly.
“Earning your prospect’s trust is essential to closing deals. The best time to do this is right after the call. The best way to do this is to make commitments and follow through. So follow up. Confirm next steps. Recap the call and deliver quickly. Turn around action items faster than you said you would during the call.”
-Kyle Porter, Founder of SalesLoft
If you promise a follow up, try to deliver it to your prospect immediately. This shows you are reliable and are serious about their business.
“Write down or record notes on the entire meeting or flesh out the notes you were taking during the meeting. Write down gaps in your information and the questions you need to ask the prospect via email, as soon as possible in follow-up to your meeting. Complete information entry into your CRM tool. You won’t remember later as clearly as you remember immediately after the meeting.”
-Babette Ten Haken, Founder of Sales Aerobics for Engineers
Updating your CRM and adding new information to your notes will leave you better prepared and more on the ball for your next call.
“Prospecting! Winning salespeople know the best time to make another sale is right after you’ve made the first one. Top performers take the energy of the first sale and use it not to celebrate, but to connect with other prospects and customers.”
-Mark Hunter, Speaker & Author
Sometimes the easiest way to stay successful is to just keep on grinding!
Download your free copy of the full e-book below for even more expert insight!
