Sales Mastery: Follow Up Like a Madman

Summary

The speaker emphasizes the importance of aggressive follow-up in sales, asserting that most deals are lost due to insufficient persistence rather than over-following. They advise salespeople to act as if they are the only option for the client, ignoring any mention of competition. The speaker shares strategies for maintaining contact, including frequent calls and personalized messages, and stresses the need to handle objections proactively. They argue that the initial proposal is the peak of the salesperson's power and that follow-ups are crucial for closing deals, suggesting that most clients will avoid confrontation by not responding, which is why relentless follow-up is key to success.

Takeaways

• 🔍 Persistence is key in sales; following up too hard is better than not following up at all.
• 🗣️ When a prospect says they're shopping around, act as if you're the only option and continue your follow-up strategy.
• 💡 Confidence in your product or service is crucial; always act as if you're the only player in the market.
• 📞 Avoid asking about other options or agencies; instead, focus on your own offering and maintain a strong follow-up.
• 📉 The likelihood of losing a deal increases significantly if you don't follow up aggressively.
• ⏰ Timing is crucial; the first two weeks after a pitch are the most important for follow-up.
• 📝 Never ask a prospect when they would like you to call back; always take control of the follow-up schedule.
• 🤝 Always handle objections proactively and provide prospects with the information they need to make a decision.
• 📱 Use various methods of communication for follow-up, including text messages, videos, and involving others in the deal.
• 🔄 Expect objections and be prepared to address them; view them as opportunities to strengthen your pitch.

Q & A

What is the main argument the speaker is making about following up with prospects?

The speaker argues that you should follow up with prospects persistently and assertively. Most deals are lost due to a lack of follow-up rather than from following up too aggressively.

Why does the speaker believe it's important to act as if you're the only player on the field?

The speaker believes acting as if you're the only player on the field helps you stay confident and focused, ensuring that you don’t give undue attention to competitors and continue pushing for the sale.

What strategy does the speaker recommend when a prospect says they're 'shopping around'?

The speaker recommends ignoring the fact that the prospect is shopping around and continuing to follow up as if you are the only option, thus maintaining control of the situation.

How does the speaker suggest handling objections when a prospect needs to consult with a business partner?

The speaker suggests anticipating and handling the objections that the business partner might raise, thus equipping the prospect with answers before they even consult their partner.

What is the speaker’s view on the timing of following up with prospects after sending a proposal?

The speaker emphasizes the importance of aggressive follow-up right after sending a proposal, stating that prospects are most interested immediately after the initial pitch and grow colder over time.

How does the speaker recommend handling a prospect who requests to be called back in two weeks?

The speaker recommends not waiting the full two weeks but instead following up sooner to keep the deal moving, as the prospect is likely stalling and might lose interest.

What tactic does the speaker use to deal with prospects who ignore multiple follow-up attempts?

The speaker suggests continuing to follow up relentlessly, even using humor in voicemails, to demonstrate persistence and make it clear that you won’t give up easily.

Why does the speaker emphasize the importance of handling objections during the first call?

The speaker stresses that handling objections during the first call is crucial because it's when the prospect is most engaged, and it provides the best opportunity to address concerns before they cool off.

What does the speaker say about the importance of follow-up in the sales process?

The speaker highlights that the real sales process begins with follow-up after the proposal is sent, as most prospects tend to ghost salespeople, and persistent follow-up is key to closing deals.

How does the speaker suggest maintaining control over the sales process?

The speaker suggests maintaining control by giving clear directives on when you will follow up, not letting the prospect dictate the timeline, and consistently following up regardless of their initial responses.

Outlines

00:00

📈 The Art of Assertive Follow-Up in Sales

This paragraph emphasizes the importance of aggressive follow-up in sales. The speaker argues that by not following up, one is likely to lose nine out of ten deals. They suggest that instead of seeming pushy, salespeople should aim to impress prospects with their persistence. The speaker advises to act as if one is the only option for the customer, even when they claim to be shopping around. This involves not asking about other options and focusing solely on one's own offering. The speaker also stresses the importance of follow-up within the first two weeks of the initial pitch, using various communication methods like text messages and videos to maintain engagement. They advocate for taking control of the sales cycle and not leaving the timing of follow-ups to chance.

05:02

🔄 Overcoming Objections with Persistent Follow-Up

The speaker discusses a consistent approach to sales follow-up, highlighting that while some may find the frequency of communication overwhelming, it often leads to success. They describe a typical sales scenario where a salesperson might call a day after sending a proposal, only to be met with objections and delays. The speaker suggests that by being persistent and not accepting vague delays, one can overcome these objections. They share a personal strategy of leaving multiple voicemails, which can lead to the prospect feeling compelled to respond. The key message is to never give up on a prospect, especially if they have a legitimate business need, and to stay in the deal for as long as possible, as most salespeople tend to lose interest over time.

10:03

🗣️ Mastering the Follow-Up Conversation

In this paragraph, the speaker focuses on the strategy of handling objections and getting to the truth during the sales process. They suggest pretending that each interaction is the first and only one, aiming to uncover the prospect's true intentions. The speaker advises to address objections directly, whether at the beginning or end of a call, as most deals are won or lost during follow-ups. They emphasize the power shift that occurs once a proposal is sent, and the need to be prepared with strategies to handle potential objections. The speaker encourages salespeople to be ready with their 'utensils' or strategies to address objections when they arise, much like a judo roll, to maintain control of the sales conversation.

Keywords

💡Follow-up

Follow-up refers to the act of contacting a prospect or customer after an initial interaction to maintain engagement, provide additional information, or close a sale. In the video, the speaker emphasizes the importance of aggressive follow-up in sales, suggesting that failure to do so can lead to losing deals. The speaker uses the phrase 'you just never ever stop following up' to illustrate the persistence required in sales to stand out and ensure prospects remember the salesperson and their offering.

💡Pretend

In the context of the video, 'pretend' is used as a strategy where the salesperson acts as if they are the only option for the customer, disregarding any mention of the customer shopping around. This approach is meant to project confidence and exclusivity, as exemplified by the speaker's advice to 'pretend like you are the only player on the field' even when the customer mentions considering other options.

💡Pipeline

A sales pipeline is a systematic approach to managing sales prospects and opportunities, tracking them through various stages of the sales process. The speaker discusses the importance of nurturing leads within the pipeline, suggesting that salespeople should not give up on prospects who have shown interest but have not yet converted, as they may still be valuable in the long term.

💡Ghosting

Ghosting in sales refers to the act of a prospect or customer ceasing communication without explanation, often after receiving a proposal or quote. The speaker mentions that '60 to 70 percent of people are going to ghost us', highlighting a common challenge in sales where prospects do not respond to follow-ups, and the need for销售人员 to be persistent despite this.

💡Proposal

A proposal in sales is a formal document that outlines the details of a product or service offering, including pricing, benefits, and terms. The speaker discusses the critical moment when a proposal is sent to a prospect, suggesting that this is the peak of the salesperson's influence. After the proposal is sent, the salesperson must follow up aggressively to maintain momentum and close the deal.

💡Objection Handling

Objection handling is a sales technique where a salesperson addresses and overcomes potential concerns or hesitations from a prospect to move the sale forward. The speaker advises salespeople to anticipate and address objections proactively, equipping prospects with the information they need to make a decision, as illustrated by the advice to 'arm them so when they go away and speak with their business partner you've handled that objection'.

💡Voicemail

Voicemail is a telephone service that allows people to leave recorded messages for others when they are unable to answer the call. The speaker uses voicemail as a tool for persistent follow-up, suggesting that leaving multiple voicemails can demonstrate commitment and eventually prompt a response, as in the example 'once you voicemail the guy, three or four times is when you start to have fun with it'.

💡Sales Cycle

The sales cycle refers to the stages a potential customer goes through from the initial contact with a salesperson to the final decision to purchase or not. The speaker warns that the longer the sales cycle, the colder the prospect becomes, and the lower the chances of conversion, emphasizing the need for quick and effective follow-up.

💡Strategic Follow-up

Strategic follow-up involves planning and executing a series of intentional contacts with a prospect to move them through the sales process. The speaker advocates for a systematic approach to follow-up, rather than relying on feelings or assumptions about a prospect's readiness, as indicated by the statement 'it can't be whatever you feel like or what you think is right for that particular prospect'.

💡Control

In the context of the video, control refers to the salesperson's ability to guide the sales process and maintain momentum. The speaker suggests that by giving directives and setting the terms of follow-up, such as deciding when to call back, the salesperson remains in control and can better manage the sales cycle, as exemplified by 'we are in control'.

💡Salesperson

A salesperson is an individual who sells goods or services, often working directly with customers to understand their needs and make sales. Throughout the video, the speaker provides advice and strategies for salespeople to improve their follow-up techniques and close more deals, positioning the salesperson as a key player in the sales process.

Highlights

The importance of persistent follow-up in sales, with the assertion that not following up can lead to losing nine out of ten deals.

Encouragement to seek compliments like 'you never stop following up' as a sign of effective sales strategy.

Advice to act as if you are the only player in the field when a prospect mentions shopping around.

The strategy of not inquiring about other options when following up, to project confidence in your own offering.

The concept of 'covering them up like crazy' in the initial follow-up phase to maintain momentum and interest.

Using various communication methods like text messages and videos to keep the engagement high during the follow-up process.

The idea that the peak of a prospect's interest is at the end of the first strategy session, and how to capitalize on this.

The directive approach to setting up the next call or meeting, demonstrating control and initiative in the sales process.

Handling objections preemptively by assuming every statement from a prospect could be an objection.

The technique of not accepting 'I need to speak to my business partner' as a delay tactic and addressing it directly.

The significance of the two-week follow-up period and the importance of not waiting for the prospect to initiate contact.

The reality that most people will avoid making decisions, and how to use this to your advantage in follow-ups.

The strategy of not accepting 'I'll get back to you in two weeks' at face value and pushing for a more immediate engagement.

The concept of 'ghosting' in sales and how to combat it with persistent and strategic follow-ups.

The power dynamic shift post-proposal and how to manage it to maintain control and influence over the sales process.

The importance of handling objections at the peak of the prospect's interest to prevent them from cooling off.

Advice on how to deal with prospects who claim they need to 'think about it', framing it as an objection that needs addressing.

The call to action for viewers to engage with the content, ask questions, and utilize the hashtag 'hey Sabri' for direct engagement.

Transcripts

if you're feeling like okay I don't want

to follow up on this prospect too hard

because I'm going to seem to a cane or

I'm going to lose it let me tell you

that you will lose nine deals out of ten

as a result of not following up as

opposed to the one that you will lose

from following up too hard right

you want those people complimenting you

and saying like wow you're incredible I

wish my sales guys were like you like

you just never ever stop following up

you keep calling me and it's not

something that I want to leave to chance

it the other thing that you guys need to

do is when somebody says that they're

shopping around you need to pretend like

you are the only player on the field and

forget that they even told you that

they're shopping around and you still

follow up this end follow-up program

you're the only player on the field so

when you call them you don't ask them

how they've gone with other agencies or

other options you just pretend like

you're the only one out there following

them off to get some fun because that

just means that you're just so confident

in what you're going that you doesn't

even matter

oh look I need oh I need a shop around

somewhere you're going to need to leave

it with me yeah no problems completely

understand that you need to shop around

and then two days later you call them

back how'd you go if you look at the

proposal you written

you don't even mention how did you go

with getting other people no no no no

none of that stuff right oh yeah I've

gotten one proposal but I'm still

waiting to get another guy in cool the

price was the same who would you go with

why do you like us and just pretend like

they're they're not even in the game

these other guys unless they

specifically bring them up and they're

asking questions about that you just

wanted to space if we follow a lot much

crazy man and cover them up like crazy

the way that I've always approached it

is when I get that opportunity once I

pitch that person like I've always told

you guys you will never ever ever get

that prospect as hot as at the end of

that first strategy session it's just

regressing to the main art for that it's

moving backwards and it's getting colder

and colder and the more time that you

put in that sales cycle the lower your

chances are of ever converting that

baked into a customer right so I follow

up incredibly hard I cover them up in a

blanket in that first two weeks where

I'm just literally hitting them with so

much that they can't even move like

there's pipe bombs it's text messages as

videos as loom videos that getting

people involved in the deal there's so

many things that I will do on that

person initially yeah thanks Jamie like

leave it with me made I'm really under

the pump like you know I've needed all

this call me back in two weeks that

is a lie he doesn't need you to call him

back in two weeks that's why we never

ask people when would you like me to

call you back all right cool I'm gonna

send you out the prop I'm gonna give you

a fall tomorrow it when suits 10 a.m. or

4 p.m. we're giving the directive we are

in control Oh mate I'm really under the

pump you know it's gonna basically gonna

have to give me a call back in two weeks

Cho will look if you you I'm gonna need

to give you a pull back in two weeks and

there's no point me really sending the

proposal to you because you're gonna

forget most of the stuff that we discuss

so if that's the case I would rather

just leave it to two weeks

all right I've made it what I'll try to

make some time tomorrow awesome I'll

kick it out to you and call them backs

like regardless of what they say to you

you just need to be following them up

and you need to be imagining that every

time somebody tells you something is a

lie and all I need to sleep with my

business partner no problem so most

people do need to speak to their

business partner what do you think that

they're going to say oh I think you'll

probably have a problem with the

contract awesome and then you just start

to handle that objection now he already

knows what his business partner is gonna

say he doesn't need a speak the business

partner

he knows that person well enough to know

what their objections are so you want to

handle that objections with the prospect

and arm them so when they go away and

speak with their business partner you've

handled that objection and then he goes

and handles it for you but if you just

leave that to them it's done you'll

never ever get it oh yeah these guys

want to go with us but it's a 12-month

contract yeah Matt we don't do contracts

cool we'll leave it and then you call

that guy and he feels like the door is

already closed and you can never really

don't go away from just following these

guys up like crazy everybody's gonna say

to me yet two to three weeks and then

I'm gonna ask them what is gonna take

two to three weeks what is it that

you're gonna be needing to handle over

the next two to three weeks and I'll get

a realistic picture of what's gonna

happen rather than them telling me not

to - three days when I know that's a lie

like how many deals that we do the other

guys send them back the paperwork in two

to three days like it's probably ten to

twenty percent of the time eighty

percent of the time they're not right

and it's the fot the follow-up game

begins that's when the sale really

begins is after they've got the prop

that's when we start following up right

and that's when we start getting after

them and we know that 60 to 70 percent

of people are going to ghost us whether

it's a five-dollar decision or a

$500,000 decision people don't want to

make decisions right so that's where the

follow up games begin

that is the number one thing I can't hop

on it enough and it needs to be

strategic it can't be whatever you feel

like or what you think is right for that

particular prospect or that particularly

it means like this is the format and I

just do it every single time because

it's just like if you look at for

instance what happens in the top of the

funnel yeah I get people saying hey man

you're emailing me too much right or all

the little things that they say but more

often than not what does that result in

that results in us winning even though I

know that something to be perfect for

everybody it's a winning formula and

that's what this thing is so you will

get some people say hey like you're

coming in a bit heavy like don't call me

every day don't call me every two days

don't call me every three days

cool man I'll just follow up just to

check that everything's all good I'll

give you a call back in the next week

that's that's the worst thing that's

gonna happen right but what usually

happens is if you follow somebody up

this is like if you think about a normal

sale in sales environment this is what

happens somebody get a proposal the

sales guys calls him the next day and

says to him oh did you get the proposal

yet and then like what do you think oh

yeah I still haven't had a look at it or

I need to think about it right they hit

get hit with that objection and then

what happens next is okay cool when

should I call you back

call me back in two weeks the guy it has

got half a brain

we'll call the guy back in two weeks

he'll who won't answer his phone call

and in the salesperson stops calling

that's literally what happens right nine

out of ten times that's the environment

so these prospects are trained that is

they ghost you this monkey on their back

will disappear right so that's why I say

that like once you voicemail the guy

three or four times is when you start to

have fun with it

it's sub right here from King Kong I'm

building an incredible relationship with

your voicemail really feel like I'm

getting to know it right now

just want to let you know Brian I am NOT

going to stop giving you a call as this

is something so obviously really

important to you so please give me a

call back

otherwise I will keep calling you thank

you bye bye

that guy okay this guy's not going away

yeah this guy is a different beast he's

he's not gonna leave me alone and once

that happens is they start listening to

the voice mail they start laughing I

start showing their friends they're in

the car they're like this guy's a

maniac may have you seen this fellow who

called me voice mail six times

in the last two weeks is that and they

start to build admiration for you man

you're look you're good man your is

good all right whatever you hit me you

got something fresh to say you are the

only player on the field when that

happens there is nobody else out there

it is the Andy showed is the Brian show

is a day show but when you let them know

that you're not gonna give up that's

when things change because they are

trained by every single company out

there that if you ignore a salesperson

two to three times they disappear and

how much easier is it to just make

somebody disappear than having to have a

confronting conversation and tell

somebody that you're not going to go

ahead with something it's so much easier

and what do people do they go to the

path of least resistance and the path of

least resistance is to ignore you until

you tell them that you are somebody that

it's impossible to ignore because you'd

never ever stop following up like I used

follow up people forever like I got when

I was on the telephone so I was

following people for three years because

you just stay in the deal

forever forever and that's the part

about building out that pipeline if

you've got someone you sent out a prop

to and make qualified and they own a

legitimate business and they're turning

over 500,000 or

million or two million or five million

why would you ever give up on that

prospect if they agreed to getting a

proposal just because they've stopped

picking up your telephone calls and that

pipeline is building but more often than

not you guys are saying die on those

leads and they're saying die on you

because you've called the guy three or

four times and you think he's not

interested anymore he's still interested

he still owns a business he still needs

to get more customers you just gotta

stay in those deals when because nobody

is following that guy off for three to

six months let alone a year nobody there

every single sales person lose steam and

they try to go for the lowest line fruit

no one will ever say Sabri this has been

fantastic I'm looking to make a decision

in the next two days please call me back

right no one will ever say that to me

everyone will always say yeah it's gonna

be two to three weeks or not this

quarter or not this financial year or I

need to speak to the Father Christmas or

whoever it is right so I want the

opportunity to handle that objection

otherwise what people either I said at

the start of the call everyone will

always lie to me and say yeah look this

is something that we're looking to get

sorted I'll go through the pitch I'll

get to the end then I'll pick them out

the prop 70% of the time they're gonna

ghost me and they haven't told me the

truth that this isn't something that

they're looking to get handled right now

I want the opportunity to handle that

objection due at the end of that first

call because I'm never ever gonna get

the guy as hot as that ever again and if

he tells me two to three weeks when he

is at the peak of heat then I know that

in all reality lucky that I'm gonna get

on the call with him and not find that

out on that second call he's cooled off

and he's just gonna say leave it with me

leave it with me leave it with me

right I just pretend like it's a one

call clothes so it's whatever works for

different people but what I'm trying to

do is get that person to a situation

where I'm finding the honest truth if

someone tells you that they need to

think about it what they're really

saying is that

an objection in my head that I'm not

telling you right and I'm not will I

don't trust you enough to tell you this

objection right now because they already

know whether or not they're going to go

ahead with that so whether you do it at

the start a call or you do it at the end

of the call it doesn't change a lot

because still whether majority the deals

are going to be done being done is on

that follow-up you are in the biggest

position of power before you save that

person or proposal that is the pinnacle

of your power is in that time as soon as

you send out the prop the dynamic

changes you have given me what I need to

make a decision now and I'll just do as

I please I've got this proposal in my

back pocket I'll pick up your calls if I

want to pick them up I'll say I'm gonna

go ahead when I want to give up I will

do what I want to do in it but all the

things all the objections that I've got

in here you need to use all of these to

your utensils you need to have all of

this weaponry in the holster ready to

roll and asking people at all levels and

when you expect it and you know it when

it happens it's just like the judo role

you know it's coming just rolled into it

okay this is an objection I'm not gonna

freak out here and think I'm losing the

deal I'm just going to go through the

process good job

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