The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

How many times do you follow-up with a potential customer? Is it just one time? This may be the reason why you’re not meeting your sales quotas. In this episode, I chat with Guitze Messina, the Director of Latin America for HARDI, on the importance of following up. Listen and learn essential follow-up techniques to help you close more deals. Guest Introduction Guitze Messina brings a wealth of knowledge and experience as the Director of Latin America for HARDI.  The organization groups together distributors and manufacturers of HVAC equipment across North and South America.  Guitze has a strong background in sales and recurrent sales strategies, which he shares in this episode. Importance of Follow-Up Starting off, I share how follow-up is a known driver of sales success and most reps fail to execute it effectively. Guitze supports this by sharing startling statistics: 44% of salespeople follow up only once, and a whopping 56% don't follow up at all.  Moreover, 88% of business is closed aft