Sales follow-up: How to improve your negotiations?

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If you work in sales, especially in the more complex ones, you know how important it is to have a good relationship with leads to help them advance in the purchasing journey. And to help you in this mission, providing good sales follow-up (or monitoring) during the negotiation can be a decisive factor in closing a deal.

Want to know how to structure sales follow-up in your company and generate even more opportunities? Check out some tips below!





Let's start by understanding what a sales follow-up is.


The term “follow-up” comes from English and can be skype database as “monitoring”. It characterizes a series of actions and contacts strategically designed to turn leads/prospects into customers for your company.



This monitoring can be carried out in different forms of contact: phone call, email, WhatsApp message or even an in-person visit.



It is important to understand that, from the first contact, this potential customer is interacting with your brand. This is what we call the “Purchasing Journey” , that is, the entire process of discovering a need, learning about solutions and products that meet it, and deciding to purchase.



In other words, sales follow-up is one of the main practices for providing consultative service . The closer you are to a prospect , the better you can understand their goals and what solutions you can offer to help them achieve them.





Why structure a good sales follow-up?


Have you ever stopped to think about what is the specific moment or “trigger” for a lead to be abandoned or considered “cold” for negotiation?



We live in an era where consumers have increasing access to information about products and brands. Another characteristic aspect of this era is the importance given to the opinions and reviews of other consumers. Word of mouth advertising continues to be very important!



In other words, sales processes become increasingly complex and extensive.



Proof of this is this study released by Hubspot . According to the survey, 44% of salespeople give up on leads after the first contact . This is worrying, because 80% of sales require up to 8 follow-ups to be completed .





Building your sales tracking


Below, you will find some tips for effectively implementing your lead monitoring!