I must admit that I am not a big sports nut, even though I did play a great deal of sports growing up. Soccer and Tennis were my favorite however, regardless of what sport I was playing, a common fundamental was the "follow through." Whether you are kicking a soccer ball, hitting a baseball, serving a tennis ball or shooting a basketball, a coach should always drill his / her players on this fundamental motion. Why? The follow through ensures optimal control and power.
So what's this got to do with sales? Sales trainers and coaches are constantly telling sales professionals that sales is all about "following up." Following up implies that as sales people we must be in contact with our clients as often as possible; this keeps us front-of-mind. Although, I do agree that a healthy level of contact is necessary to be effective in sales, our focus should be redirected from following up to following through.
Following through in sales is having the discipline and integrity to deliver what you promised, how and when you promised it. If you tell a client that you will email them an article the two of you discussed over coffee - you better deliver. Focusing on your follow through will shift your focus from simply being in front of your client, to bringing value to your client. We usually cherish what we value; we don't always cherish whats available.
Reece Theriot, MBA
“We were put on this Earth to love; by loving, we serve others; by serving others, we create value; by creating value, we form successful ventures; by forming successful ventures we contribute to the advancement of Creation which pleases the Creator.”