For every organization, sales is the engine that drives the business. 

Always Follow Up

If there’s something all sales experts agree on, it’s the importance of the follow-up stage. 

It doesn’t matter if you have the best product in the market and your meetings go flawlessly — if you don’t reconnect with the prospect afterward, the opportunity for a sale can slip right through your fingers. In fact, 80% of sales require at least 5 follow-ups.

Follow-up emails are a great way to stay connected with your customers after your initial interaction. It shows you care enough about their experience to check in but allows the conversation to happen at the customer’s convenience.

Follow-up emails can be categorized in a few different ways. Some great follow-up emails that pros always send:

  1. Looking to connect  — Cold sales call follow-up
  2. Pleasure chatting with you earlier today… — Right after a meeting
  3. Writing to follow up on our last conversation… — Next steps
  4. Should I stay or should I go? — Break-up email

Don’t let a low open-rate for your emails or a lack of response from prospects discourage you.  Be persistent and continuously work on the quality of your emails and leads.

Use Rejection as an Opportunity

When giving tips for sales, there’s no easy way to say this, so let’s just get it out of the way: Sales and rejection go hand-in-hand. 

Facing rejection is always difficult, especially when you’re just getting started in sales. Sometimes competitors will swoop in and fly away with your lead. Some people either don’t have a need for your product or aren’t in a position to spend the money at this time.

It’s important that you understand that none of it is personal

There might be hundreds of reasons a customer might not be interested in what you’re selling, but most of them have very little do with you.

That’s why it’s important to control the controllables, using each rejection as an opportunity to strengthen your sales game and adapt to the needs and concerns of your customers. 

Rejection reveals weaknesses in your sales game. The good news? With the right tweaks to your pitch, you can turn those weaknesses into strengths.

Each rejection is instrumental in thickening your skin and strengthening your resolve, two characteristics that will go a long way in making you a top salesperson.

Don’t let rejection defeat you — treat it as the opportunity for growth that it is.

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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