In role-play situations, during sales training workshops and seminars, I often hear sales people say (to the person playing the role of the prospect):


   "Okay, I'll send you a catalog," or . . .

. . . (before finding out what they are paying now) - "Is it okay if I fax you pricing on our products?"


Sounds like a person who is just trying to make as many calls as possible and not focusing on results.  A waste of time.


GET INFORMATION FIRST


Before sending a catalog or price quote, ask what they are currently paying for the same product and find out what's going to happen next.


(See below for three ways to motivate your prospect to READ the information you send.)


After learning what they pay now for the product, and getting the prospect's agreement that they will look at your catalog or price list,


PREPARE YOURSELF AND THE PROSPECT FOR YOUR FOLLOW UP CALL


Ask questions like this:


   *   "Will you review the catalog?"  "When?"


And when sending a proposal, ask:


   *   "What will happen next?"   or

   *   "What needs to happen to move forward on this?"


More questions to ask:


   *   "What is going to happen next on your end?    When?"

                       or

   *   "What needs to happen before you feel ready to take the next step?"


When you get specific, you get results.  You move the call forward.


THREE WAYS TO MOTIVATE THE PROSPECT to READ the information you send:

   1.)  Use a yellow highlighter to highlight the information you want to call attention to.


   2.)   Put brightly colored sticky notes on the pages pertaining to products you have discussed with the prospect.


   3.)   Staple or paper-clip your business card or Rolodex card to price/product lists.  Write a note on the back of the card.


These techniques call attention to your catalogs or price lists and make prospects curious enough to READ what you send. 

Using highlighters and sticky notes also shows you have taken the time and effort to put this information together. 


When you call the prospect to follow up after sending information, it will be easier for both you and the prospect to focus on the right products.



If there is going to be a follow up contact and information will be sent, emailed or faxed, get commitment from the prospect regarding the material you send.