Continued Learning: [Gold Calling] The Biggest Failures Salespeople Are Making

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TRANSCRIPT:

*this transcript was mostly generated by AI, please excuse any mistakes

Amanda:  I randomly opened to page 256. Okay. This is 10 steps to Great. Follow up. Follow up. Step one, send the first follow up message. If you sell business to business, get a message off to your clients within an hour or two of you meeting.

When I went on sales calls, I would call from my car, dictate a letter to my assistant and have it faxed. . Do you think it would impress the client to get a follow up message within an hour when she knew I wasn’t even back at the office yet today? You can text, email, send a LinkedIn message, or even record a quick video just to them, regardless of the medium.

Here’s a good structure for your correspondence. 

Here is your daily dose of the Ultimate Sales machine coming to you from the new edition. Visit ultimate sales machine.com to get your copy or multiple copies. Hi, I’m your host, Amanda Holmes, CEO of Chet Homes International. What you’re about to learn has assisted a quarter of a million businesses to generate billions of dollars working faster, better, smarter.

Amanda: One. Okay, so this is critical because typically, Right people. I’ll read what people normally send as a follow up. They’d say like, Hey Joe, thank you for your time. I know how busy you are. Our machines are great. With our strength, we have become great. We’re great.

I really want your business. I’m really willing to work hard to 

get it . You 

won’t regret buying from us. I will call you soon to sell you some more. Sincerely, Bernie . It’s like, and why do we hate Bernie? No, not really. We just pity him because he’s not a strategist. He’s a tactician. So, 

What we’d recommend, right?

You never say, I know how busy you are, because that devalues your time. Every sales rep completely omit that from every conversation. I know how busy you are. Thank you for your time. Never, never, okay. They should be thanking you for your time because you’ve given so much value. That is the goal to being a strategic salesperson.

Okay? So, what do we do when we follow up? This is the framework. You, one, start with something [00:02:00] personal that you remember from the. meeting So the example, that was a great story you told about your daughter. In our next meeting I have a similar story to tell you. Number two, include a compliment example. You certainly seem to have a great grasp on how to make your company succeed.

They are lucky to have you. Sick. Number three, push their hot buttons and stay focused on the benefits your product or service offers. With the challenges you face, it seems clear that our six machines are exactly what you need. You will reduce costs, speed of productivity, and most important, relieve a lot of stress for quite a few people.

I’m checking on how fast we can move on this one and then step number four, use a personal close. Once again, it was great meeting you. I have a few ideas about some other productivity issues that I know you will. . like So, start with something personal. Include a compliment, push their hot buttons, stay focused on the benefits, and use a personal close, these five steps to create a great follow-up message.

I still, for the last 10 years, I’ve used the four step process and all of my follow up [00:03:00] messages. Okay. Have I said something personal? Right? And then it also. Because if we think back to, um, the seven steps to a sale, right? Uh, seven Steps to a Sale where you have to build rapport, that’s the first step, and that’s what majority of superstar sales people do, is they spend more time on building rapport than they do.

So that closing is so much easier. If I can’t come up with something in my follow up message about something that we talked about personally, I know that I missed that step in my sales process, right? 

Sometimes you’re just working so quickly you overlook, oh man, I don’t even know where that person is from.

I don’t know anything about his family. I don’t know anything about what’s going on in his life that shows you that you haven’t done your seven steps to the sale appropriately. 

So that is your four steps to a great follow up cuz we all know that the fortune’s in the follow up baby. Also, I’ll give you a piece of market data on that cuz you know I have a research firm with Core Story.[00:04:00] 

80% of sales are made on the fifth to 12th contact, 80% of sales. And yet it’s something I don’t have it in front of me, it’s something like 80% of sales reps stop after three touches. So the grand majority of sales stops after three. 

So if you have to get to the fifth of the 12th, something like this is critical for you. Ultimate Sales Machine.

Make sure to get your copy or copies at the ultimate sales machine.com. There’s a lot of special bonuses that you can’t get going to Amazon, so make sure you check it [email protected].