Sales Mastery: How Should You Follow Up to Win More Sales Deals?

TL;DR

Persistent, structured follow-up wins more sales deals because prospects become colder after the first strategy session and 60 to 70 percent may ghost after receiving a proposal. Follow up intensively during the first two weeks, direct the next contact time, and uncover objections behind requests to wait or consult a partner. Read on for specific ways to maintain momentum without surrendering control of the sales process.

Transcript

if you're feeling like okay I don't want to follow up on this prospect too hard because I'm going to seem to a cane or I'm going to lose it let me tell you that you will lose nine deals out of ten as a result of not following up as opposed to the one that you will lose from following up too hard right you want those people complimenting you and say... Read More

Key Insights

• Insufficient follow-up is presented as a greater sales risk than excessive follow-up: the speaker estimates that nine deals are lost through inadequate persistence for every one lost because the salesperson followed up too aggressively.
• A prospect is hottest at the end of the first strategy session, and engagement declines as the sales cycle stretches. Intensive communication during the first two weeks is therefore positioned as the most important period for maintaining momentum.
• The salesperson should act as if competitors are irrelevant unless the prospect raises them directly. This means discussing the proposal, value, price, and preference without repeatedly asking how other agencies or alternative providers are performing.
• The next follow-up time should be directed by the salesperson, not left entirely to the prospect. Offering specific options, such as 10 a.m. or 4 p.m. the following day, keeps the process controlled and reduces vague delays.
• A request to consult a business partner often contains a predictable objection. Asking what the partner is likely to say allows the salesperson to address that concern immediately and prepare the prospect to present the offer more effectively.
• A stated delay of two to three weeks should be examined with specific questions. Asking what must happen during that period reveals whether there is a genuine process, an unresolved concern, or an attempt to postpone the decision.
• Ghosting occurs across decisions ranging from five dollars to 500,000 dollars because people often avoid making decisions. The speaker estimates that 60 to 70 percent of prospects may ghost after receiving a proposal, making follow-up central to the sale.
• Qualified prospects should remain in the pipeline even after months of silence. If they own a legitimate business, need more customers, and previously agreed to receive a proposal, unanswered calls alone do not prove that their underlying need has disappeared.

Questions & Answers

Q: How often should you follow up with a sales prospect?

Follow up most intensively during the first two weeks after the initial strategy session, when the prospect is still relatively engaged. The recommended program uses repeated calls, text messages, videos, Loom videos, and involvement from other people in the deal rather than relying on occasional contact.

Q: Why is persistent sales follow-up important after a proposal?

The speaker says the sale really begins after the prospect receives the proposal, because that is when active follow-up starts. An estimated 60 to 70 percent of prospects may ghost, and nine deals are said to be lost through insufficient follow-up for every one lost through excessive follow-up.

Q: What should you say when a prospect is shopping around?

Acknowledge that the prospect wants to compare options, but continue following up as though you are the only player on the field. Focus on whether they reviewed your proposal and why they like your offer; discuss another provider only when the prospect specifically brings one up.

Q: How should you respond when a prospect asks for two weeks?

Ask what specifically must happen during those two weeks so you can uncover the real process or objection behind the delay. You can also explain that sending the proposal immediately may be unhelpful if the prospect will forget the discussion before reviewing it.

Q: Should you ask a prospect when they want another call?

No; the recommended approach is to direct the next step rather than leave the timing open-ended. After sending the proposal, say you will follow up the next day and offer specific options such as 10 a.m. or 4 p.m.

Q: How do you handle a prospect who needs to speak with a business partner?

Ask what the prospect expects the business partner to say about the proposal. If the likely concern is something such as a 12-month contract, address it immediately and equip the prospect to explain the offer when speaking with the partner.

Q: What should you do when a sales prospect keeps ignoring calls?

Keep the prospect in a consistent, strategic follow-up program instead of contacting them only when it feels appropriate. Because people may avoid decisions ranging from five dollars to 500,000 dollars, unanswered calls do not necessarily mean the underlying opportunity has disappeared.

Q: When should you stop following up with a qualified prospect?

Do not abandon a qualified prospect merely because several calls go unanswered. If the prospect owns a legitimate business, needs more customers, and previously agreed to receive a proposal, the opportunity can remain in the pipeline for months or years until there is a clear reason to stop.

Summary & Key Takeaways

• Prospects are most engaged immediately after the first strategy session, then gradually become colder as the sales cycle lengthens. The recommended response is an intensive first two weeks of calls, texts, videos, and other relevant contact. Consistent activity keeps the opportunity moving while competitors and less persistent salespeople lose momentum.

• A salesperson should direct the next step instead of asking a prospect when to call again. If the prospect requests a two-week delay, ask what specifically must happen during that period. This exposes the real obstacle, creates an opportunity to address it, and prevents vague timing claims from controlling the sales process.

• Ghosting is common because ignoring a salesperson is easier than having a direct conversation about rejecting an offer. Most salespeople disappear after several unanswered calls, which trains prospects to wait them out. Persistent, distinctive follow-up breaks that expectation, builds familiarity, and keeps qualified businesses in the pipeline for future conversion opportunities.