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Overview: ICKR Follow-Up Cycle is simple sales cycle consists of the following five phases: lead qualification; prospecting or marketing; proposal development; deal closure; sales follow-up. The outcome of the follow-up phase 5 should feed back into step 3 where new proposals are developed, shortcutting the time intensive phases of lead qualification and prospecting. Research shows that customer retention is a strong corporate profit booster. The sales person needs to go beyond the discovery of buyer needs. Effective follow-up is an important tool for the sales person to increase the buyer’s level of trust.
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