You have done your prospecting call and been asked to send out some information. You may be like many salespeople – happy to prospect on the telephone but when it comes to following up, you are not so keen. Here is where you might experience fear of rejection or a bit of call reluctance. What can you say?
There is really no point in sending information out unless you plan to follow it up, because it is usually in the follow up that success is achieved and the sale is closed. It is important to ask the customer how long he/she thinks they need to review the information and then schedule a time to call back to discuss it further one day later. That way the customer knows you are going to ring back and that they have committed to have read the material by then. Here are some tips:-