Técnica de contato com clientes que uso e agora raramente perco uma venda

Thiago Concer
23 Dec 201906:35

Summary

TLDRThis video script addresses the challenges faced by salespeople due to lack of organization and follow-up, leading to missed opportunities. It emphasizes the importance of creating a rhythm of follow-ups to maintain engagement and increase the chances of success. The script suggests a systematic approach to sales, including making multiple attempts at contact, using a combination of calls and emails, and providing valuable resources even when closing off a potential lead. It highlights that most salespeople give up too soon, missing the increased success rates that come with persistence beyond the fourth attempt.

Takeaways

  • 📈 Lack of organization is a significant challenge for salespeople, leading to missed opportunities and inefficiencies.
  • 📉 Successful salespeople have a structured process and organization, which is crucial for managing leads and closing deals.
  • 🔄 The majority of salespeople give up before the average time of success, often quitting after the second attempt, which is too early in the sales cycle.
  • 📊 A consistent follow-up process is essential; studies show that 24% of all sales proposals are lost due to lack of follow-through.
  • ⏰ Establishing a rhythm of contact is vital to not losing potential sales and to make the most of every opportunity.
  • 📝 Creating standards is necessary for scaling up sales operations and handling a larger volume of clients effectively.
  • 📈 Most salespeople quit after the fourth attempt, but the success rate of contact with clients doubles from the seventh attempt onwards.
  • 📆 It's important to set a timeline for each stage of the sales process, such as responding to a lead within a week and following up systematically.
  • 📞 The script emphasizes the importance of phone calls over emails for initial contact, as they are more likely to be successful when the lead is warm.
  • 💡 The 'killer email' technique is mentioned as a way to formalize and close a sales cycle professionally, while also providing additional resources to the client.
  • 🔄 The concept of 'flow of cadence' is introduced as a method to manage the sales cycle effectively, ensuring no opportunities are lost and time is well utilized.

Q & A

  • What is identified as one of the main obstacles in a seller's life?

    -The main obstacle identified in a seller's life is lack of organization, which leads to missed opportunities and inefficiency in the sales process.

  • Why do most sellers fail to be successful according to the script?

    -Most sellers fail because they lack organization and give up before the average time of success, often quitting after the second attempt instead of persisting through multiple contacts.

  • What percentage of proposals or contacts are reportedly lost in the sales process?

    -According to the script, 24% of all proposals or contacts are lost in the sales process due to a lack of follow-up and continuity.

  • What is the significance of creating a rhythm in the sales process as mentioned in the script?

    -Creating a rhythm in the sales process is significant because it helps to maintain continuity and ensures that opportunities are not lost, allowing sellers to make the most of each potential sale.

  • What is the importance of having standards in scaling a sales team?

    -Having standards is crucial for scaling a sales team because it allows for consistency and efficiency, enabling a single seller to manage a larger volume of clients and opportunities.

  • What is the average number of attempts sellers make before giving up, as stated in the script?

    -The script states that the majority of sellers give up after the fourth attempt, whereas success rates double from the seventh contact onwards.

  • How does the script suggest managing the first stage of contact with a potential client?

    -The script suggests managing the first stage of contact by setting a timeline, for instance, within a week, and following up with the client on specific days, such as second, third, fourth, fifth, and sixth days.

  • What is the 'secret' mentioned in the script for not losing opportunities?

    -The 'secret' mentioned for not losing opportunities is to have a structured follow-up process, including phone calls, emails, and formal closure if the client does not respond, to ensure no potential sale is left unattended.

  • What is the strategy for contacting a client who has shown interest but did not respond to initial attempts?

    -The strategy involves making multiple attempts at different times of the day, sending follow-up emails, and formally closing the contact if necessary, while also providing additional resources like eBooks and videos to keep the client engaged.

  • Why is it important to formalize the closure of a contact as per the script?

    -Formalizing the closure of a contact is important to professionally end the interaction and provide a clear communication to the client, while also leaving the door open for future opportunities.

  • What additional steps does the script recommend after formally closing a contact?

    -After formally closing a contact, the script recommends sending a link to an eBook and practical videos related to the business, which not only professionally concludes the interaction but also offers value to the client for potential future engagement.

Outlines

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Mindmap

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Keywords

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Highlights

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Transcripts

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Related Tags
Sales StrategyFollow-up ProcessLead ManagementCustomer ConversionSales EfficiencyOrganizational SkillsSales TechniquesLead GenerationSales PersistenceContact Cadence