Salesperson Time Waster #1 – Following up

Salesperson Time Waster #1 – Following up

By Dan Caramanico


Ninety five percent of time salespeople spend following up is a colossal waste of time. I know, I know!! Many of you reading this article are saying “is he crazy”? “Persistence in following up is one of my greatest assets. I never give up and a few of my clients bought from me just because of that persistence.”  In fact the sales literature is filled with stirring examples of the indefatigable salesperson dogging a prospect until they finally give in and buy something. These make great inspirational stories, but I wouldn’t want to build a career on that strategy. It wastes too much of your valuable time and will wear you out before you can make any real money. The top salespeople don’t need to follow up because they close the business now and no follow up is needed. Or they determine that there is no real need to follow up because there is no business to be had from that prospect. Again no follow up is needed. Here are some reasons salespeople waste time following up:

  • Happy ears – The sales person hears what they want to hear. The prospect gives them some faint praise about their presentation and the salesperson interprets through his happy ear filter that they love the product and will buy it. He becomes so excited that he agrees to get back to the prospect with more information. He fails to understand that the prospect is just being nice and there is no compelling reason to buy. The prospect is giving them an indirect message that they are not interested enough to buy but the salesperson can’t take a hint.
  • Not qualifying hard enough – The salesperson mistakes passing interest for a compelling reason to buy or they fail to establish that the prospect has enough money to afford the product or service. The prospect puts them off for a month or two as a way to avoid saying no and the salesperson starts a long follow up sequence that will eventually lead nowhere.

There plenty of examples that are similar to the two given here but they are all fairly similar and spring from the salesperson not being able to distinguish a real prospect from one who is just interested or too weak to tell you the truth.

So what is the remedy? It is simple really. Make the prospect prove to you that they have a compelling reason to move forward and have the ability and desire to consummate a deal if you get that far. Make sure that if they are not buying today, that you end the first meeting with a specific action that will take place at a specific point in time in the future. However, the most important asset you can have to avoid wasting time is a firm belief that your time is valuable and that you shouldn’t waste it on unqualified prospects. That belief and an effective selling process will let you end pursuits as soon as they lose the compelling reason to buy or more importantly not begin long follow up sequences with prospects who are too nice to tell you no.


To get more sales tips click here to sign up for the free OPTMAL SELLING™ weekly video sales tip.


Dan Caramanico is a salesforce development expert and he is the author of Attributes of The Optimal Salesperson® One of Selling power’s top ten books for 2010 and Optimal Selling, Sales Conversations of the Optimal Salesperson.


Top Ten DVD List for June 27, 2017

  This Week’s DVD Releases by Kam Williams Top Ten DVD List for June 27, 2017               The Lodger [Alfred Hitchcock Silent Film] Trespass [25th Anniversary Collector's Edition] Money [Heist Gone Bad Crime … [Read More its Good for You.....]


Gil’s Goodwill!

  Gil Robertson The “Book of Black Heroes” Interview with Kam Williams Gil's Goodwill! For nearly three decades, writer/author Gil L. Robertson, IV has used the written word to enlighten, empower and uplift. The one-time political organizer initially made his mark in entertainment journalism, penning over 50 national magazine covers and contributing bylines to a wide range of publications that include the Los Angeles Times, the Atlanta … [Read More its Good for You...]


The Day After the Day Of

  The Day After the Day Of by Paul Ilechko   The sky sheds its tears. This morning is the morning of the day after. The day of mourning, the day after the day of.  I beseech the sky to shed tears in order to wash away the tears on my face.   This is the first day of the time after. This is the beginning of a new time, the days of pain, the days of sorrow. We are in mourning. The sky looks down and sheds its tears for … [Read More its Good For You...]

Real Estate

How to Hire a Winner in Real Estate

  How to Hire a Winner in Real Estate by Amy Lignor   You want to buy that new house because the twins are on their way. Little Betty and Little John are already there, but who knew you would have even more so soon? What’s that? Oh…well, of course, in order to buy that new home with four bedrooms instead of two, you will also need to sell your present homestead in order to get the money needed to start paying on a new one. And, of … [Read More its Good for You.....]


Ejogo’s Largo!

    Carmen Ejogo The “It Comes at Night” Interview with Kam Williams Ejogo's Largo! Carmen Ejogo has established a distinguished career in both feature films and television. She is best known thus far for her leading role of civil rights activist ‘Coretta Scott King’ opposite David Oyelowo in Ava DuVernay's universally acclaimed SELMA as well as being singled out for her ‘mind-blowing’ lead role as Sister in SPARKLE alongside … [Read More its Good for You...]


Fishing for swordfish in Louisiana? You bet

  Fishing for swordfish in Louisiana? You bet by Craig Lamb The Mississippi River delta and surrounding offshore waters are without a doubt some of the richest fishing waters in the world. Venice, Louisiana, is the hub for reaching the richest saltwater game fish waters in the U.S. Yellowfin tuna. Snapper. Grouper. Wahoo. Dolphin. Marlin. And lately, there are swordfish. If you want to experience the latest hot trend in Louisiana … [Read More its Good for You...]


You Don’t Have to be Greek to be a “Zorba” Fanatic

  You Don’t Have to be Greek to be a “Zorba” Fanatic by Amy Lignor   No, the sport is not called ‘Zorba’, but it most definitely fits for this article’s title. This most unusual sport is actually called ‘Zorbing’, and has caught on like wildfire across the globe. And now, seeing as that the NBA has wrapped, with Golden State proving that they were determined to make amends for last season; and with the NHL closing up shop for the season … [Read More its Good for You...]


Add Value with Summer Home Renovation Projects

  Add Value with Summer Home Renovation Projects by Amy Lignor   There are a whole list of summer activities for you and the kids planned. Most of them, of course, you want to be nothing but fun, such as grilling outside on the patio or swimming in the pool. However, having the backyard pool and patio are two things you really need in place before either of those activities could be enjoyed. And building this area could be a great … [Read More its Good for You...]


Finding Relaxation in the Most Remote Locations of All

    Finding Relaxation in the Most Remote Locations of All by Amy Lignor   It is a fact that the largest travel locations are also beyond popular. Among the downsides of this fact is that when you’re looking for peace, quiet, and basically a chance to do nothing more than spend time with yourself and, perhaps, one other best friend, the most popular places don’t offer that. In other words, it is the most remote (sometimes most … [Read More its Good for You...]

Green Living

Creating the Perfect Vegetable Garden

  Creating the Perfect Vegetable Garden by Amy Lignor   Many are still dealing with that wintery mix Mother Nature just loves to toss down from the sky this time of year. Yet, that gardener living inside the soul – the one just dreaming of the sunny skies and lazy rainy days that are must-haves in order to grow the best vegetables possible – is already jotting down the facts, tricks and tips they need to know in order to make that … [Read More its Good for You...]