Topics covered:
- Effective follow up after a break like the holidays or when it's been a while since contacting someone
- Two scenarios: after a break, or when they've gone "dark"
- The key is to "disarm" and not make it about selling
- Focus on understanding what issues they wanted to solve originally
- Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit
- For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems
- Use the Client Vision Pyramid to understand their current needs and see if you can add value
From $100 million to $600 million in Six Years with Rob Lynch
Biggest Mistake in Sales Management
Show Up To Solve Not Sell
Status Quo Losses Are Business Vampires
How to Recover from Botched Client Interactions
How to Improve Zoom Meetings with Adrian Salisbury
They Asked for a Proposal - Now what?
Top Sellers are Skeptical, Not Optimistic
Business Lessons from the Floundering Founder
Why You Shouldn't Ask for The Decision Maker
The Secret to Big Little Legends with Gair Maxwell
Why Selling With Integrity Matters
Why Questions Are More Powerful Than Facts in Sales
Keys to Success for Big Client Meetings
Holiday Replay: This is Marketing featuring Seth Godin
Holiday Replay: Fixed vs. Hourly Billing
Why Excited Customers Ghost Sales People
Stand Out from the Competition with Matt Certo
Sharpen Your Competitive Edge with Jose Palomino
Why Sales Deals Are Not Closing
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
NABOR® TALKS
U.S Property Podcast
Aligned Money Show
The Ramsey Show
Planet Money