If I had a dollar for every darn fool thing I have done in sales, I would be floating on a raft right now in the Caribbean drinking a Bahama Mama. I have made a ton of mistakes, let me tell you. One of them was in how I made follow up calls to prospects. Countess times I have had meaningful initial conversations with prospects but, for whatever reason, was unable to set a meeting. Even though they did not give me a meeting, often times they would ask me to send them some information and give them a follow up call. On these follow up calls I finally learned the hard way what not to do. Here are the three questions to avoid on a follow up call and what to do instead.