Most relationship-based sales don’t happen on the first call. Often the first call is the first step in the sales process. The bigger the sale, the longer the process and the more steps.
Each step is an investment of time and energy, with a shared risk on both sides of the table. How can we increase the likelihood of winning the sale with each step?
So get ready to learn more about Follow-through or Foul Up and much more on episode 421. Find our show notes at http://www.getinthedoorpodcast.com
How are you doing on your follow-through?
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“If you’re in sales, you must read The Art of Prospecting. With candor, humor, and love, Steve Kloyda walks you through the mindset and the strategies all salespeople need to be successful at prospecting. Kloyda has more than three decades of experience as a master prospector. This book is not based on textbook theory; Steve Kloyda is the real deal.”—Deirdre Van Nest, Keynoter, Trainer, and Creator of the Crazy Good Talks™ Blueprint
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Each participant has access to proprietary “Sales Tools” with simple step-by-step strategies and prospecting tips as well as an exclusive collection of “Sales Calls” for learning from both disasters and best practices in sales prospecting.
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On today’s show, Scott and Bill will discuss the strategy of “Follow-through or Foul Up”. It includes:
- Learn the distinction of different or better.
- How to stay connected when referred to another person.
- Perfect question to start every follow-up conversation.
In our book study this week we are discussing Chapter 4: Teaching for Differentiation (Part 1): Why Insight Matters, in the book The Challenger Sale :Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
This week's Sales Nugget: Customers want to get information that’s so valuable that they’d have paid for the conversation as part of the sales process.
This week’s Sales Quote: “People often say that motivation doesn’t last. Well, neither does bathing–that’s why we recommend it daily.” –Zig Ziglar
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Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/
Scott “The Professor” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com
- Book study: Challenger Sale. Amazon – CLICK HERE
- Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
- Bill's Article: When Prospects Hesitate