This is arguably the most underrated aspect of the sales process. Many people fail at sales because of this aspect alone. Often, a salesperson has a great appointment, but the Prospect needs some time to consider. And now Follow Up becomes Follow Up AND Closing. How does one appropriately and strategically follow-up and ultimately facilitate the close? When? How often? When is too soon or too long and when is it time to give up (and why)? This section focuses on the strategies and structure of a strong and successful follow up process. WORKSHOP: Participants will create their map and structure for following up with prospects.