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In this episode of the Learning from Smart People Podcast, Wanda Allen talked about how to improve sales through follow-up. Rob Oliver asks her about her background and the conversation from their covers this uncomfortable and feared topic. Wanda Allen says that follow-up is one of the major obstacles to more sales.

Here are a few of the major points from the Rob Oliver\u2019s conversation with Wanda Allen about how to improve sales through follow-up:

\xb7 Wanda\u2019s back story of starting as a banker working with Small Business Administration loans
\n\xb7 How her job forced her to create systems
\n\xb7 Her study of the sales process uncovered the importance of follow-up at every stage
\n\xb7 A layoff opened her up to her next career opportunity as a speaker and trainer
\n\xb7 System as a concept can mean the same thing as a \u201cdaily routine\u201d
\n\xb7 A customer relationship management software is the heart of the system
\n\xb7 Reminders in your CRM are your call to action
\n\xb7 There are a number of options for CRMs, the important thing is to use it!
\n\xb7 There is a difference between working in your comfort zone and truly being systematized
\n\xb7 It\u2019s okay to have more than one process, just not too many!
\n\xb7 Mindset is key in the follow-up process
\n\xb7 Fear is a huge obstacle to follow-up
\n\xb7 80% of sales are made between the 5th and 12th contact
\n\xb7 Suggestions for what to include in the \u201cNotes\u201d section of your CRM
\n\xb7 There are multiple ways to stay in touch without being salesy
\n\xb7 Be careful to understand that you do not know what other people are going to think
\n\xb7 Only 10% of people make contact more than 3 times
\n\xb7 98% of the time, you are going to have to follow-up in order to get the sale!

You can learn more about Wanda Allen, her speaking, coursework and freebies through her links below:

Website: https://followupsalesstrategies.com/
\nTwitter: https://twitter.com/salesfollowup
\nFacebook: https://www.facebook.com/FollowUpSalesStrategies
\nInstagram: https://www.instagram.com/followupsalesstrategies/
\nLinkedin: https://www.linkedin.com/in/wandaallen/

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