The Difference Between Good & GREAT Sellers

Summary

The 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

00:00

🔍 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.

05:01

📢 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.

Keywords

💡Follow-up

Follow-up refers to the act of continuing to communicate with a client or prospect after an initial contact. In the context of the video, it is highlighted as a key differentiator between good and great sellers. The speaker emphasizes that great sellers have the tenacity to follow up persistently, even when faced with multiple rejections, which is crucial in sales as it keeps the deal alive and can lead to eventual success.

💡Tenacity

Tenacity is the quality of being persistent and determined, especially in pursuit of a goal. The video underscores tenacity as a critical trait of great sellers who are not easily deterred by initial setbacks. They continue to engage with potential clients, maintaining contact and showing commitment to the sale, which is exemplified by the speaker's discussion on staying in deals even when they become uncomfortable.

💡Value Added Follow-up

Value Added Follow-up is a strategy where each interaction with a prospect provides additional value, moving them closer to a decision. The speaker introduces this concept as a way to avoid being perceived as annoying or intrusive. Instead of merely asking for a sale, the seller offers insights or solutions that are beneficial to the prospect, as illustrated by the speaker's example of analyzing a prospect's ad campaign and offering improvements.

💡Ghosting

Ghosting is the act of cutting off all communication with someone without explanation. In the script, it is used to describe a situation where a prospect stops responding to a seller's follow-ups, often because the seller's approach lacks value or comes across as too pushy. The speaker advises against this by advocating for value-added interactions that keep the prospect engaged.

💡Sales Cycle

The sales cycle refers to the stages a potential customer goes through from the moment they first express interest in a product or service until the sale is either completed or abandoned. The video discusses the importance of effective follow-up throughout the sales cycle, particularly in longer cycles where maintaining contact and providing value at each stage can be the difference between closing a deal and losing a prospect.

💡Pacing

Pacing in the context of sales refers to the timing and frequency of follow-up communications with a prospect. The speaker suggests that there is an art to pacing follow-ups, where one must strike a balance to avoid being perceived as annoying while still maintaining engagement. Effective pacing is crucial for not overwhelming the prospect and for keeping the sales process moving forward.

💡Proposal

A proposal in sales is a formal offer made to a potential client outlining the details of what is being sold, the terms, and the benefits. In the video, the speaker uses the example of a proposal for Facebook ad services to illustrate how follow-ups should be focused on adding value and addressing the prospect's needs, rather than simply pushing for a decision.

💡Ad Spend

Ad Spend refers to the amount of money a company spends on advertising. The video script mentions ad spend in the context of a seller identifying inefficiencies in a prospect's current advertising strategy and offering solutions to reduce waste. This demonstrates the value-added approach to follow-ups, where the seller provides actionable insights that can potentially save the prospect money.

💡Competitor Analysis

Competitor analysis is the process of evaluating the strategies, strengths, and weaknesses of competitors in the market. In the script, the speaker describes dissecting competitors' ad campaigns as part of the follow-up process, which allows the seller to offer tailored advice to the prospect based on industry benchmarks and best practices.

💡Opt-in Pages

Opt-in pages are web pages that encourage visitors to provide their contact information in exchange for something of value, such as a newsletter or a download. The video mentions analyzing opt-in pages as part of the competitor analysis, which can provide insights into effective lead generation strategies. This is an example of the kind of detailed analysis a great seller might conduct to add value during the sales process.

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]