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About this lesson
In this video you will learn what to do in a follow up phone call with a prospect that did not purchase.
Exercise files
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Phone Call Follow Up.docx56.4 KB Phone Call Follow Up - Solution.docx
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Quick reference
Phone Call Follow Up
Whether you close the sale or you don’t, you still need to follow up. You can follow up through a phone call, email or direct mail.
When to use
As a sales person, you always need to follow up with the client, even if you don’t close the sale.
Instructions
Through a phone call you can talk to somebody and you can pick up on verbal and non-verbal messages. You can listen and ask more questions.
If you didn’t close the sale, you need to do the following:
- Assess where the prospect is in their decision-making process
- Re-associate the prospect with the pain, challenge or problem
- Briefly re-cap the solution and future pace
- Remind prospect of expiring offer – (Law of Scarcity)
- Ask for the sale or schedule the next appointment
- 00:04 In this video we're moving to the final step, step eight, and this is so crucial.
- 00:10 This is the follow up, the follow up.
- 00:13 So in the last video hopefully you closed the sale.
- 00:17 But what if you didn't close the sale yet?
- 00:20 Do you give up?
- 00:22 Do you go home depressed and I didn't get the sale?
- 00:26 No, there's still a chance for
- 00:27 a couple different things, that's what we're gonna cover in this video.
- 00:31 Okay, so first of all with follow up,
- 00:33 my favorite is the phone call follow up, okay.
- 00:37 Why the phone call?
- 00:38 Because you can talk to somebody and you can pick up on verbal and
- 00:41 non verbal messages, so listen to what they're saying to you.
- 00:47 Right, that's the 80/20 rule, listen 80% and speak 20% and
- 00:51 those speaking, when you're speaking that 20%, you should be asking them questions.
- 00:56 So if you didn't close the sale, assess where the prospect is, okay,
- 01:01 in their decision-making process.
- 01:02 What is it because they had to talk to somebody else?
- 01:05 Were you able to talk to your partner?
- 01:07 Okay, were you able to talk to your boss?
- 01:09 Okay, and really assess where they are in that decision-making process.
- 01:12 Were you able to sleep on it, what did you come up with?
- 01:15 What new questions do you have?
- 01:18 Okay, so you wanna address everything that you can.
- 01:21 Next, re-associate the prospect with the pain challenger problem.
- 01:26 If you find you're not getting anywhere, it's just kind of flat,
- 01:29 re-associate them with the pain.
- 01:32 So listen, John, you told me that
- 01:36 XYZ is happening with your company right now, is that still a problem for you?
- 01:41 Maybe something changed and they don't have that problem anymore, okay.
- 01:45 Get them to really feel it, re-associate that pain again and
- 01:49 briefly recap what your solution is and future pace.
- 01:55 So here's the solution that we came up with and you told me yesterday that
- 02:00 this was the solution that would work for you, is that still true?
- 02:04 Are we missing anything, is there anything else we can put in there?
- 02:07 Okay, and remember, once you get this minivan you guys are going to Sequoia.
- 02:12 Right, you guys are gonna have fun, you're taking this travel.
- 02:15 Getting them to future pace, what it's like to use your product, okay.
- 02:19 And then you're gonna remind the prospect of your expiring offer.
- 02:25 That's why scarcity is so important, okay, it's literally called the law of scarcity.
- 02:32 So social scientists have been studying this for
- 02:34 years and that's why you see it so often.
- 02:37 Okay hey, listen, it's Thursday and tomorrow that special pricing,
- 02:42 that's when it expires.
- 02:43 So I wanna make sure that we get you taken care of and
- 02:46 it looks like this makes sense to you, is that right, John?
- 02:50 Yes, we wanna make sure we get you in there so we can lock in this pricing for
- 02:53 you, okay?
- 02:55 So you have to have the scarcity in your follow up, okay.
- 02:59 And then, again, you ask for the sale.
- 03:03 Credit or debit, Mastercard, Visa?
- 03:05 You keep moving forward with the sale on this follow up.
- 03:08 Now it may be something you have to do in person, so
- 03:12 schedule the next appointment, okay.
- 03:13 So schedule the next appointment, or to do the presentation for
- 03:17 the committee, or to do the presentation for the partner.
- 03:20 Whatever it's going to be you want that next step, okay, you don't just wanna
- 03:24 get off the phone and just leave it having no idea what's going on.
- 03:27 Okay, so you take them through these steps, we'll go over them one more time.
- 03:31 Phone call follow up, if the sale didn't close yet
- 03:34 assess where the prospect is in their decision making process.
- 03:37 Re-associate the prospect with the pain, right, the challenge or the problem.
- 03:44 And then you wanna briefly recap the solution and future pace,
- 03:47 this is what it's gonna be like when you've got our product or service.
- 03:50 And remind the prospect of the expiring offer,
- 03:53 the law of scarcity, you have to have that piece.
- 03:56 I'm telling you if you just keep that piece out
- 03:59 that could keep this going on indefinitely without a decision for you,
- 04:03 and without a sale, you have to have the scarcity there, okay.
- 04:08 And then you ask for the sale again, move forward, or
- 04:10 schedule the next appointment, okay, you wanna keep it moving forward.
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