Professional Follow-Up Has 2 Categories of Failure
- You don’t follow up (you quit)
- You follow-up in the wrong way (unprofessionally)
FROM THE DESK OF GRANT CARDONE: I’ve been calling on car dealers, roofers, contractors, and small business owners for over 30 years and never once have I got hostile with anyone because they didn’t want to buy from me. Amateurs get frustrated, lose their cool, and become unprofessional when a call doesn’t go their way.
I’ve been hard selling for over 30 years and nobody has ever said, “Hey, I’m going to file a lawsuit against you because you keep calling me so much.” This happened to one of my sales guys recently—and I didn’t like it because he represents my brand. I know how to follow people up professionally—and you should too.
There’s a Difference Between Not Now and Never” -Grant Cardone
Remember, only 2% of all sales happen on the first call. A true professional in any field never stops training, never stops learning, and always pushes him/herself to get better every day. My sales team is no exception. We push to be better every day, and I want my salespeople to be true professionals.
That means getting off the call with a smile.
If your kids or parents were listening to a phone call, what would they think? You don’t want to give up but you also want to listen to people. Sometimes push can be the thing that saves a deal, but it can also destroy one as well.