The Difference Between Good & GREAT Sellers
Summary
TLDRThe video script highlights the distinction between good and great sellers, emphasizing the importance of tenacity and effective follow-up. It stresses that great sellers persist in uncomfortable sales situations and continue to engage with prospects, even after multiple rejections. The key to successful follow-up is adding value at each interaction, ensuring every contact moves the prospect closer to a decision. The script illustrates how to provide value by analyzing a prospect's current situation and offering insights that can solve their problems, rather than merely pushing for a sale.
Takeaways
- 🔍 The key differentiator between good and great sellers is their follow-up and tenacity to stay in deals even when uncomfortable.
- 🏃♂️ Great sellers don't give up after a few rejections; they continue to pursue prospects, unlike those who may stop after a few 'no's.
- 🔥 The importance of maintaining contact with 'hot' prospects is emphasized, as they can cool down quickly if not followed up properly.
- 🤔 The script suggests that unsuccessful sellers often believe the prospect's excuse of needing more time, leading to lost opportunities.
- 🎨 The art of follow-up involves a balance between being persistent and not being annoying, which can be achieved through value-added follow-ups.
- 💡 Value-added follow-ups mean providing something of value to the prospect with each interaction, moving them closer to a buying decision.
- 🚫 Avoid being a pest by ensuring that every follow-up interaction is important to the prospect and contributes to solving their initial problem.
- 📈 The example of following up on a Facebook ad proposal shows how to add value by analyzing the prospect's current ads and competitors, offering concrete improvements.
- 🤝 The focus should be on serving the prospect rather than just selling, which means showing up with solutions and value, not just asking for a sale.
- 📢 The script encourages viewers to engage with the content by liking, subscribing, and leaving comments for further interaction.
Q & A
What is the key differentiator between good and great sellers according to the transcript?
-The key differentiator is follow-up and having the tenacity to stay in the deals even when they're uncomfortable, as opposed to giving up after a few rejections.
Why do most people stop following up on hot prospects?
-Most people stop following up because they believe the prospect's statement that they need more time to think, and they don't realize that the prospect's interest has cooled down.
What is the concept of 'value added follow-up' mentioned in the transcript?
-'Value added follow-up' is the strategy of providing value to the prospect with every interaction, ensuring that each follow-up contributes to solving the prospect's problem and moves them closer to a buying decision.
How can a salesperson avoid being perceived as annoying during follow-ups?
-A salesperson can avoid being annoying by ensuring that every follow-up provides value to the prospect, focusing on serving the prospect's needs rather than solely on making a sale.
What is an example of a value-added follow-up in the context of selling Facebook ads services?
-An example of a value-added follow-up could be analyzing the prospect's current Facebook ads, identifying opportunities for improvement, and presenting these insights to the prospect as part of the follow-up process.
Why is it important to show up to serve rather than just to sell during follow-ups?
-Showing up to serve ensures that the salesperson is focused on the prospect's needs and providing solutions, which builds trust and increases the likelihood of a successful sale, rather than just pushing for a transaction.
What is the significance of adding value as you follow up, as mentioned in the transcript?
-Adding value as you follow up helps maintain the prospect's interest and engagement, demonstrating that the salesperson is invested in the prospect's success and not just in making a sale.
How can analyzing a prospect's competitors contribute to effective follow-ups?
-Analyzing a prospect's competitors allows the salesperson to identify strategies that could be beneficial for the prospect, providing actionable insights that can be used to enhance the sales pitch and follow-up conversations.
What is the potential downside of not providing value during follow-ups?
-Not providing value during follow-ups can lead to the prospect ghosting the salesperson, screening their calls, and ignoring their emails, ultimately resulting in the loss of a potential sale.
How can a salesperson estimate potential savings for a prospect during a follow-up?
-A salesperson can estimate potential savings by analyzing the prospect's current ad spend and identifying inefficiencies or areas for improvement, then presenting these findings as part of the follow-up to demonstrate the value of their services.
What is the role of persistence in the sales process as discussed in the transcript?
-Persistence plays a crucial role in the sales process as it allows salespeople to continue engaging with prospects even after initial rejections, potentially leading to a sale by maintaining the relationship and providing ongoing value.
Outlines
🔍 The Art of Effective Sales Follow-up
The paragraph discusses the key differentiator between good and great sellers, which is the ability to follow up persistently and tenaciously, even when the sales process becomes uncomfortable. It emphasizes that most people give up after a few rejections, whereas great sellers continue to engage with the prospect. The speaker introduces the concept of 'value-added follow-up,' suggesting that each follow-up interaction should provide value to the prospect and move them closer to a decision. The example given contrasts self-serving follow-ups with those that serve the prospect's needs, demonstrating how to add value by analyzing the prospect's current ad strategy and competitors, thus positioning the follow-up as a solution to their problem rather than a mere sales pitch.
📢 Engaging with the Audience on YouTube
This paragraph is a call to action for viewers, encouraging them to engage with the content by liking, subscribing, and hitting the bell button for notifications on YouTube. It also invites viewers to leave comments with the phrase 'hey sudbury' for the speaker to address their questions, indicating a direct line of communication and a commitment to audience interaction.
Mindmap
Keywords
💡Follow-up
💡Tenacity
💡Value Added Follow-up
💡Ghosting
💡Sales Cycle
💡Pacing
💡Proposal
💡Ad Spend
💡Competitor Analysis
💡Opt-in Pages
Highlights
The key differentiation between good and great sellers is their follow-up and tenacity.
Great sellers stay in deals even when they're uncomfortable and continue to follow up persistently.
Many people give up after a few rejections and stop following up on promising leads.
Great sellers understand the importance of maintaining contact even when a prospect asks for time to think.
The art of follow-up involves balancing persistence with not being overly intrusive.
Value-added follow-up is a strategy where each interaction provides value to the prospect.
Unsuccessful follow-ups often come across as self-serving and annoying.
To avoid being a nuisance, salespeople should focus on providing value in every follow-up interaction.
Each follow-up should bring the prospect closer to a buying decision by addressing their initial problem.
Adding value during follow-up involves more than just checking in; it means actively serving the prospect's needs.
An example of value-added follow-up is analyzing a prospect's current ad campaign and offering insights.
Great sellers show up to serve, not just to make a sale or earn a commission.
By providing specific, actionable advice, sellers demonstrate their expertise and commitment to helping the prospect.
The goal of follow-up is to solve the prospect's problem, not just to close a deal.
Effective follow-up can prevent a prospect from becoming disinterested and 'ghosting' the salesperson.
Sellers should be prepared to offer concrete solutions and show how they can improve the prospect's current situation.
The transcript emphasizes the importance of a service-oriented approach to sales rather than a transactional one.
Engaging viewers to like, subscribe, and hit the bell for more frequent video releases.
Inviting viewers to leave comments with questions to foster interaction and community.
Transcripts
and what do you think is some of the
clear
um
differentiations between good sellers
and great sellers
[Music]
either i had to put it down to one thing
it would definitely be follow-up and
having the tenacity to stay in the deals
when they're uncomfortable and just keep
following up like forever
so that's the major thing that you know
most people they'll get like four or
five no's and they'll pack up shop
they'll bounce off the sales call
they'll never call the prospect again or
if it's high tickets longer longer sales
cycles they'll follow up for you know
two or three times
the person will say hey i still need to
think about it i'll get back to you when
i'm ready
and they'll just pack up their bags and
they'll stop following up on that
prospect that was as hot as a stovetop
before
and over the matter of a couple of days
has cooled down and they don't think
that there's any strange reason why
they've cooled down and they believe
what that prospect is telling them so
it's really just great tenacity willing
to stay in it and do all the things that
unsuccessful people aren't willing to do
and do you think there is a key to
following up and there's an art towards
it where you have the balance between
being extremely annoying and just shut
up or
the actual pacing and actual words that
you use in order to follow up what have
you found that has been extremely
effective in the follow-up yeah most
people are they're like whining
two-year-olds when they follow up people
they're just like
hey have you looked at the proposal hey
are you ready to buy hey hey hey hey
like it's all about me right i've got a
thing called value added follow-up
and that is to add value throughout the
follow-up and throughout that sales
cycle and you better have something that
is of value to that prospect
every time you follow them up otherwise
you're going to stop following up
and that person's going to start
ghosting you
and they're going to start screening
your calls and not replying to your
emails and they are going to completely
disappear because you are an annoying
unwelcome pest in their life
people are ducking phone calls from
their family members and their friends
let alone a needy salesperson
so you need to make sure that you're
positioning what it is that you're
following up about
is very important to that prospect to
solve the problem that they initially
reached out to you to solve and every
interaction with you must provide value
and move that prospect closer to a
buying decision so how would you then
take the next step in order to add value
first
and then follow up yeah well it's not
about adding value first and then
following up it's about adding value as
you follow up as you follow yeah so like
if you've sent out a proposal for
somebody to run facebook ads with you
for instance and you've sent them out
and you said hey like the the retainer's
two grand we're gonna charge you this
and then that and there's a setup cost
and then i'm just calling you and i'm
like hey like yo christopher like
do you want to sign up like have you
have you made a decision yet how did you
go with the proposal that i sent you
last week
yeah look i still haven't had a chat
with my business partner
give me a call back in a month a month
yeah call me back in a month right and
so all you're doing is calling that
person
for your own outcome it's because you
want to sign them up as a client
and you want to get the money or you
want to make the commission
you're showing up to sell not to serve
whereas you show up to serve it's like
hey chris i'm just following up on the
on the proposal that i sent you out last
week since we last spoke i've gone into
your facebook ads library and had a look
at all the ads that you're running there
and how to look at the funnel that
you're sending them through and i've
already identified some incredible
opportunities where i think based on
what i'm seeing i could have the amount
that you're paying to get a lead right
now
for the same amount of money that you're
spending i also took a look at the two
biggest competitors that you mentioned
and i have dissected their entire
funnels and their ads their opt-in pages
and everything that they're doing and
i've got some amazing stuff that i can
really apply to your ad account
have you seen enough to make a decision
yet chris because i'm eager to get in
here and help you solve this problem
because right now i estimate you're
probably wasting somewhere in the
vicinity of 40 to 50 on ad spend right
now
can we get this done for you
right i'm showing there to serve i'm
adding value i'm not just
bugging you and asking you just to buy
so i can make a commission hey guys if
you're enjoying these videos please like
subscribe and hit the bell button as
we're dropping a video like this every
other day on youtube and if you've got
any questions just leave a comment below
with
hey sudbury and i'll do my best to get
to it
[Music]
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