☎ The Art of Follow-Up: Get Them Calling Back | Sales Techniques

Summary

In this podcast episode, Jeremy Miner and Matt Ryder discuss common reasons why prospects don't return sales calls, highlighting sales resistance triggered by overly salesy messages. They emphasize the importance of leaving voicemails that prompt 'results-based thinking' in prospects, focusing on the outcomes of products or services rather than the features. The conversation also covers strategies to maintain interest and avoid coming off as pushy in B2B sales, such as securing micro-commitments and understanding the decision-making process within organizations.

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Q & A

What is the main topic discussed in the podcast?

The main topic discussed in the podcast is the real reasons why prospects don't call back in sales.

Why do prospects often not return sales calls?

Prospects often don't return sales calls because the message left can trigger sales resistance, sounding too salesy or pushy.

What is an example of a salesy message that might cause prospects not to call back?

A salesy message might be overly excited about the prospect and the solution offered, using phrases like 'super excited to call you' or focusing on being the market leader.

How often are people exposed to sales pitches according to the podcast?

People are sold to constantly, with the average American clicking on 12 ads a week on Facebook alone and Australians interacting with 27 Facebook ads a week.

What is sales resistance and how does it affect prospect behavior?

Sales resistance is a defensive mechanism triggered in prospects' minds due to constant exposure to sales pitches, causing them to avoid engaging with salespeople.

How can a salesperson avoid sounding salesy in their voicemails?

A salesperson can avoid sounding salesy by focusing on the prospect's needs and results, not their own excitement or the features of their product.

What is results-based thinking in the context of sales?

Results-based thinking is the approach of focusing on the outcomes and benefits that a product or service can provide to the prospect, rather than just the features.

Why is it important to get the prospect to think results-based when leaving a voicemail?

Getting the prospect to think results-based provides them with a reason to call back, as it connects the call to their needs and desired outcomes.

What is a micro-commitment in sales and why is it important?

A micro-commitment is a small step or action a prospect agrees to take towards the final commitment of purchasing. It's important because it keeps the sales process moving forward and ensures continued engagement.

How can a salesperson ensure they don't come off as chasing the prospect between calls?

A salesperson can ensure they don't come off as chasing the prospect by setting clear next steps, asking for micro-commitments, and providing value through information and insights relevant to the prospect's needs.

What is one strategy to shorten long sales cycles in B2B or Enterprise companies?

One strategy to shorten long sales cycles is to build urgency by highlighting the consequences of not solving the problem and the benefits of acting now.