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
251 | 4 Steps To Effective Online Networking, Ian Altman
250 | The 3 Biggest Mistakes Selling Out of Crisis, Ian Altman
249 | Disarm Drives 20 Percent Increase, Sean Dailey
248 | Emotional Intelligence for Better Sales Performance, Colleen Stanley
247 | Fixed Price vs Hourly - Which Works Best? Ian Altman
246 | Create a Forever Transaction, Robbie Baxter
245 | Come Out Of A Crisis With Noble Purpose, Lisa Earle McLeod
244 | Avoid Your Client's Crazy Buying Process, Ian Altman
243 | Prospecting During & After a Crisis, Jason Bay
242 | Retain Your Top Talent With Succession Planning, "Who Comes Next"
241 | Improve User Experience AND Efficiency, Crystal Washington
240 | A Proven Tool to Stand Above Competitors, Ian Altman
239 | Influence and Human Nature, Bob Burg
238 | How to Sell in Stressful Times, Meridith Elliott Powell
237 | Sell and Communicate Under Stress, Ian Altman
236 | How Do You Get To The Truth In Selling Situations? Ian Altman
235 | Build Your Fanocracy, David Meerman Scott
234 | Tame Your Advice Monster, Michael Bungay Stanier
233 | Reframe Problems and Tap Into Innovation, Stephen Shapiro
232 | Follow-up Emails That Drive Results, Ian Altman
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