There's a popular expression on the golf course: "Drive for show, putt for dough." Meaning, the game of golf is won or lost not by how far you can crush it, but by how well you putt. (No wonder I'm so bad at golf.) Your prospecting efforts follow the same mantra. Read on.
Out of the top 100 prospects in your pipeline, how many will you close on the spot on the first call?
The answers vary depending on the industry, and some of you might say "a ton." However, most of you probably would answer "very few, if any."
Knowing how to generate interest on the initial call is absolutely important. However, elite sales professionals know their income is tied directly to how good their follow-up game is. Follow-up to sales professionals is like putting in golf. That's where your money is.
If you want your follow-up calls to succeed, you must avoid these five fatal follow-up mistakes.
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