Follow-Up: Proven Methods & Strategies That Will Convert Your Contacts Into Closings

With greater customer awareness and a wider array of products on the market, salespeople face greater challenges today than ever says master salesperson Myers Barnes. The fact is that many big ticket sales are now closed on the 5th contact, yet few salespeople have the determination or savvy to successfully follow-up on potential sales. Barnes points out the advantages and disadvantages of the five methods of reaching contacts (product literature, mail, phone, fax, and appointments) and outlines 21 methods and strategies to use when following up leads. Some of the tips are both general and obvious (follow-up letters with phone calls), while others are quite specific (never send sales leads product pricing information in the mail; present it in person). Twice during the tape Barnes refers to sheets included with the video (which we didn't see): a sample form for a sales log, and a sample phone script; both sound as if they are sample sheets, not fill-in types, and would probably not be a problem for libraries. Excellently priced, the video is basically a talking-head lecture by Barnes, but much of the information is good. Recommended. (R. Pitman)