Hybrid sales negotiations, where some parties are physically present and others are online, can pose unique challenges and opportunities for closing deals. How you follow up after such negotiations can make a big difference in building trust, rapport, and value with your prospects. Here are some tips on how to effectively follow up after hybrid sales negotiations.
As soon as possible after the negotiation, send a summary email to all the participants, whether they were in-person or virtual. The email should recap the main points of the discussion, the agreed-upon terms and next steps, and any outstanding issues or questions. The email should also express your appreciation for their time and interest, and reaffirm your commitment to delivering value and satisfaction. Make sure to use a clear and friendly tone, and avoid jargon or ambiguity.
Absolutely crucial in hybrid sales is the post-negotiation follow-up. My tip: personalize your follow-up messages based on each prospect’s preferred communication style. Tailoring your approach shows you value their preferences, ultimately strengthening the client relationship. #SalesLeadership #HybridSales
A summary email is not enough to seal the deal. You need to schedule a follow-up call with your prospects to address any concerns, clarify any details, and reinforce your value proposition. The follow-up call should ideally happen within a few days of the negotiation, and you should confirm the date and time in your summary email. The follow-up call should also be hybrid, meaning that you should use the same mode of communication as your prospects, whether it is phone, video, or face-to-face. This will help you maintain consistency and rapport with your prospects.
Another way to follow up after hybrid sales negotiations is to provide relevant content that supports your offer and educates your prospects. For example, you can send them case studies, testimonials, white papers, or webinars that showcase your expertise, results, and benefits. You can also share industry news, trends, or insights that demonstrate your awareness and credibility. The content you provide should be tailored to your prospects' needs, goals, and challenges, and should highlight how your solution can help them overcome them.
Feedback is essential for improving your negotiation skills and understanding your prospects' preferences and expectations. Therefore, after every hybrid sales negotiation, it is important to request feedback from both your prospects and colleagues. You can ask for feedback via email, phone, or online survey, depending on your prospects' availability and comfort level. Open-ended questions should be used to encourage honest and constructive responses, such as inquiring about what was liked most about the offer, what could be improved upon, how the negotiation process and outcome were perceived, and how likely the prospect is to recommend the service.
One of the most common reasons why deals fall through after hybrid sales negotiations is that prospects have unresolved objections or doubts. You need to address these objections as soon as possible, before they become deal-breakers. You can use the feedback you received, the content you provided, and the follow-up call to anticipate and overcome any objections your prospects may have. You should use facts, data, and stories to back up your claims, and show empathy and understanding for your prospects' concerns. You should also use positive language and focus on the benefits and value of your solution, rather than the features or price.
The ultimate goal of following up after hybrid sales negotiations is to close the deal and secure the contract. It’s important not to delay or procrastinate on this step, as it can risk losing your prospects' interest, trust, or budget. During the follow-up call, you should confirm your prospects' readiness and willingness to buy, and review the terms and conditions of the agreement. Additionally, a clear and confident call to action is essential, such as asking if they are ready to sign the contract or if you can send them an invoice. By following these tips, you can effectively follow up after hybrid sales negotiations and increase your chances of winning more sales and satisfying more customers.