Rebounding the sale

While passing a local high school I saw some teens playing basketball. They were having a lot of fun tossing the ball toward the basket – sometimes it would go in and most of the time it didn’t. But what really caught my attention was the one guy who continued to follow up on his tosses and when the ball bounced off the rim or the backboard, he would jump up and tap the ball into the basket. Great technique. While the other players were satisfied to shoot for the 3 pointers and more glamorous shots, this player made more points by doing the follow up.

The sales message for me was clear and I hope it is for you as well. We may not be successful with the initial sales call but with follow up we improve our odds greatly. During the follow up call we know more about the prospect’s decision making process, we know more about their needs, what other companies they are considering, and their decision timeframes, etc. The follow up call provides us with the opportunity to tap our pitch and make it more perfectly turn into a score!

I wish you the best in rebounding efforts after your sales pitch.