Prospects respond faster to you when they see details laid out in a concise format. I use a short follow-up e-mail to put things in motion that I call D.E.A.L. The e-mail is composed of four elements: “D” (determine requirements), “E” (engage the client), “A” (assume responsibility) and “L” (list the desired outcomes).
Every good salesperson knows how important listening is on a sales call. This involves not only listening “to,” but actively listening “for” the prospect’s problems and concerns. Distill these key issues into a series of succinct, well-phrased points in a numbered list at the top of your follow-up e-mail. This demonstrates your understanding of what your prospect needs from you and your firm.
Engage the client
Let the prospect know what you need from him so that you can help him. If you are selling a computer application, perhaps you need specific information from the users, or you may need the prospect to make himself and others available for meetings or phone conversations throughout the sales process.
Charles Bernard, founder and president of Criteria for Success, Inc., helps CEOs bridge the gap between their vision for their company and their bottom line by implementing systems and behaviors that enable their salespeople to reach and exceed targets. Please visit www.criteriaforsuccess.com for more details. He can be reached at firstname.lastname@example.org.