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.