Sales Follow Up Techniques
Sales Follow Up Techniques That Actually Close Deals
By Preston True, Founder & Lead Advisor at Get TPA Fit
“Thanks Jim, but I’d like to think it over.”
For the impatient, commission-driven salesperson, those are the nine worst words to hear.
And yet, they shouldn’t be.
If 44% of salespeople give up after just one follow-up, it’s no surprise sales is one of the easiest roles to get—and one of the hardest to keep. Most aren’t losing deals because of bad presentations. They’re losing them because they quit too early.
The Message You’re Sending
(Whether You Realize It or Not)
When you walk away after one attempt, your prospect hears this:
“I’m willing to invest a little time… but if you don’t decide now, I’m out.”
That’s not a sales process. That’s pressure.
Now compare that to what effective sales follow up techniques communicate:
“I understand you’re not ready yet. Let’s work through what’s still unclear so you can make the right decision.”
That’s not pressure—that’s partnership. And partnership is what closes deals.
Most Sales Are Won After Multiple Touchpoints
Here’s the reality most salespeople ignore:
80% of sales require five to seven or more follow-ups
Nearly half of salespeople stop after just one
That gap is where deals are won.
The best salespeople don’t chase—they stay present. They follow up with purpose, not desperation. Every touchpoint adds clarity, reduces doubt, and builds trust.
How to Respond to “I Need to Think About It”
Most salespeople hear this and either push harder… or disappear. Both are mistakes.
If you want to understand how to respond to “I need to think about it”, start here:
Don’t treat it like rejection. Treat it like incomplete certainty. Because that’s what it is.
A better response sounds like:
“Totally fair. Usually when someone says that, there’s something that still doesn’t feel fully clear or certain. Would it be helpful to talk through what might still be unanswered?”
Now you’re not pushing. You’re guiding. And more importantly—you’re keeping the conversation alive.
Stories Close. Statistics Don’t.
After a presentation:
63% of people remember stories
Only 5% remember statistics
Data informs. Stories move people. If your follow-up is just “checking in,” you’re wasting it.
Great follow-up reinforces belief:
Share a client story that mirrors their situation
Remind them what’s at stake if nothing changes
Show them what success actually looks like
That’s how you replace hesitation with confidence.
The Real Question for Your Team
What kind of salespeople are you building?
The ones who:
Walk away when things aren’t easy
Rush decisions to hit commission
Treat follow-up like a chore
Or the ones who:
Stay in the conversation
Build trust over time
Use disciplined, consistent sales follow up techniques
Because one group closes what’s in front of them. The other builds a pipeline that compounds.
The Long Game Pays
Selling isn’t about speed. It’s about certainty. Certainty takes time.
If your team is willing to slow down, stay engaged, and follow up with intention, they won’t just close more deals—they’ll build stronger relationships, better clients, and long-term value.
That’s the difference between selling for today…and building something that lasts.
Ready to take the next step in building a scalable, valuable (and ultimately, sellable) business? Our Business Fitness Accelerator program might be a right fit for you.
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