Last week I requested quotes from sales reps from 5 different vendors – printers, promotional products, and other.
I received quotes from just 3 of the 5 sales reps (which is a ridiculous problem we’ll discuss at another time) and now that a full week has passed I have received follow up calls or emails from exactly 0.
I ended up purchasing online for all 5 of these projects.
Isn’t “follow up” sales 101? Why do we need another post about the importance of follow up?
From the stats of my own personal experience from just this week, it’s obvious that the need to learn and implement follow up strategies isn’t sales 101. The fact is, rarely do any sales reps follow up. My experience this week isn’t isolated. It happens to me all the time, I hardly ever hear from any sales person I’ve ever talked to…. I’m quite sure if you think about it, it happens to you all the time as well.
Why is follow up important?
You’ve most likely heard the famous statistics that most sales are made after the sales rep following up 5 times or more. I don’t know what the magic number is, but I can tell you from my own personal experience that most of my sales and especially the biggest sales of my life have been when I stayed engaged with the prospect, continued to provide as much value as I could and finally, the sale came through.
Why don’t sales reps do their duty and follow up?
There are a few reasons I can think of:
1: They’re lazy
2: They don’t truly understand the power of follow up
3: They don’t want to be a “pest” and annoy their client
4: They don’t have a plan
I’m sure there are more reasons, but the simple fact is this:
Sales people are simply not following up and are leaving large amounts of sales and money on the table.
There are 2 tips I’ll give that will help your follow up problem.
1: Make a detailed plan of when, how and what you’ll say. I live my life by this philosophy: “If you fail to plan, you plan to fail”.
2: Provide more value. Most clients hate pests and most sales people hate being a pest. Change that dynamic and become a sales rep of value. Now when you follow up with the client, they want to hear from you because they know they will get more value. Develop points of value.
There is a fortune in the follow up. Do your homework and make your plan for following up and you will dramatically increase your sales.
If you’d like to learn how to more effectively and powerfully follow up I’d like to invite you to look into our program follow up fortune. Contact us to learn more.
True sales success takes guts, massive courage and a willingness to stare the sales killer in the eyes and overcome it. The sales killer is fear.
While most sales reps (and people in general) play it safe and walk along the paved roads of life, fewer venture off on the dirt roads, there is a fraction of the elite achievers that dare the adventure and challenge of taking the mountain trail all the way to the top of the peak. This is the path less travelled so to speak.
The mountain trail is full of twists and turns and massive challenges. But at the top is glory, success and ultimate achievement and fulfillment. No regrets.
If you choose to be the top 1% of your industry and achieve your true potential you must be fully committed. It’s not easy, you will see things on the mountain path that will shake you to the core.
You see, on your path to the top, as its getting dark and strange noises make you look over your shoulder, appearing before you will be a big, black, snarling and hungry wolf who wants to eat you for dinner. What will you do at this moment of truth? Most will turn back running for their lives.
If you’re fully committed, no matter what happens you’re going to reach the peak and the only way to do that now is you will have to slay the wolf. You will have to be willing to sacrifice yourself and dig deep to find the courage to take the wolf on and slay it.
The wolf is fear. To overcome what’s holding you back from sales greatness, you must confront the fear head on and wipe it out.
To kill fear you must do that which scares you. If you’re afraid, embrace the fear and do it anyway. The best way I know how to kill fear is to learn how to love it. Yes, love fear, bring it in, let it motivate you and excite you and then instead of holding you back, it motivates you! Rather than being the sales killer it becomes the sales motivator. Move toward fear instead of running away from it.
I know you have what it takes to be the top in your industry. I invite you to make that commitment and do what it takes to reach your full potential. Do not let fear or hesitation hold you back. Your destiny awaits.
We’re here to help you on your journey to the top. We’ve been there and know what it takes. For help getting to the top 1# and reaching the mountain peak, reach out to us below.
There are infinite ways to kill a sale. You can say the wrong thing, the competition might take over, the client get’s cold feet, etc, etc.
There is one sales killer that stands supreme above them the all. It steals the potential from other wise amazing sales reps. It tries to humiliate and denigrate the mind and soul of the sales person, which unfortunately it does a very good job at. Once it achieves it’s sinister goal, the sales rep flounders in mediocrity for their entire careers.
Not only does it kill sales, it kills the mind and soul of the sales rep.
This ugly monster sales killer is fear.
Fear is the #1 sales killer.
Once fear has set in and taken over, the sales rep no longer dreams of becoming the best sales rep in the industry or company. Fear numbs their ambition and complacency and apathy take over. What once was a burning fire to excel and achieve sales greatness is replaced by disappointment, frustration and excuses to “stay small”. It truly is a sales tragedy and something must be done.
Tomorrows post will go over how you can overcome the fear that is holding you back from your biggest sales breakthrough. In fact, once you beat fear, I promise you that you will be able to double, triple and more your sales and enter into the top 1% of sales reps in your entire industry.
If you’d like to learn about our powerful mindset program that abolishes any fear contact us below.
When I was a kid if you could figure out the code to the Rubiks Cube you were considered pretty smart. Remember those toys? To master the Rubiks Cube you need to match all the colors on each side. There is a code to follow to be able to master the Rubiks Cube. Once you learn the code, you will have success.
I admit that I never did have the patience to figure it out, but I was impressed with those that did.
In the business world, most business owners and sales reps are like I was with the Rubiks Cube. They know there’s a way to increase sales, but it can be hard to figure out. Rather than go on a search to figure out sales success, they flounder in status quo.
Your Code to Sales Success: There is a code to your sales success. There is a way, a path or a blueprint to being able to dramatically increase sales. And not just by 10 or 15% per year. You can best believe that there is a code that can double, triple, even 10X your sales in short time once you figure it out.
Questions: What lies on the other side of finding the code to your sales success? How does your business change? How does your life change? How do your finances change? What does sales success mean to you?
Impact questions: What are you going to do about it? What if you decide to do nothing? What happens then?
Imagine you hold a combination lock in your hands, and all you need to do is figure out the code and massive sales success will be a reality. Do what’s necessary to figure out the code. If you struggle, there may be others that are experts in figuring the code to open the lock.
Your sales success lays before you. My invitation to you is to do what’s necessary to unlock your code.
If you’d like help figuring out your code to sales success fill out the form below. We’re here to help
Michael Jordan is arguably the best basketball player of all time.
Imagine he had a twin brother with the same genetics and same potential to be the greatest of all time. Instead, his brother decided to be an insurance agent and rarely picked up a ball to practice.
The question I propose is this: Who would win in a game of one on one? Remember, they’re genetic twins – they’re the same height, they look the same, etc.
The obvious answer is the basketball legend as we know him would completely destroy his twin brother. Frankly it would be embarrassing to even watch. A score of 86 – 0 in just a few minutes wouldn’t be far from realistic.
The Lesson: The only reason the real Michael Jordan would be able to pummel the imaginary genetic twin is because he put in the time and effort to train and practice to be the best. He learned and mastered the basics and practiced tens of thousands of shots, layups and passes. His training and his practice are the differentiation from his brother who lost and floundered.
The Problem: Sales reps across the globe expect to enter the game of sales and win, but unfortunately get eaten alive. It’s perplexing to talk to business owner and sales managers who just can’t understand why their sales reps are struggling and can’t hit quota, yet when asked if they have a sales training program they look down and respond in the negative.
The Solution: If you would like to be the best sales rep in the industry or have you sales team become sales legends, you must train and practice consistently, just like a professional athlete. With no training and practice your sales will never be able to grow to their full potential.
Keep In Mind: Michael Jordan would not have become the legend had he trained with inferior techniques and principles. The old saying is that practice make perfect, but it’s not necessarily true. If you practice the wrong way, you’ll become perfect at doing something the wrong way. You must be careful which set of sales principles, techniques and strategies you train and practice with. Unfortunately, there is a lot of outdated and irrelevant sales training in the world.
Remember, perfect practice makes perfect.
If you’d like to learn how to best train your sales team reach out to us below.