Anthony - I'm a professional who is moving from what has historically been more of an analytical / client service type of role into a purely sales oriented capacity on our team. One of the things your videos and books amaze me with is your ability to make sales more of a science and less of an art, meaning I've always thought that my personality and ability to make small talk would drive sales and relationship success. The problem with that mindset, as you are already well aware, is that I have never been one to methodically advance the sales process according to a preset plan that results in commitment and ultimately closing the business.Your insight is INVALUABLE to me. Thank you so much for all these resources you freely provide!!!!!!
This is my favorite video that you've done. I'm also a sales trainer. I pride myself on providing original content but this is something I mention a lot sourcing appropriately (and with a tip of the hat to you) Very nice piece and highly actionable/effective.
I appreciate the 2018 interpretation of BANT. I did not know how to get my team from that rigid model and now I have the words to help them see past sticking to that model only.
Nice listen and great reminder on always controlling the processing with your engagement - and not leaving a meeting without addressing next steps with scheduling the next meeting on calendar
Fantastic tutorial on how to deal with the all too common reality of the customer or prospect that goes dark. We’ve all had this happen and it is truly frustrating. Chris offers in this video a practical and reasonable approach to getting to a place where you know where we stand in a potential deal. And isn’t that really all we are asking? Whether it’s “Come take my order” or ‘Never, not in a million years” or anywhere in between, it is always better to know where you stand. if it means walking away for the time being.
This is amazing advice. It's all about controlling the process and you do that by understanding your client's process FIRST and how it fits with yours.
Another incredibly valuable vlog. From experience, I completely agree on getting commitment and without this, there is no opportunity. And to get the commitment you have to show that you are personable, you know what you are talking about that aligns to the clients business objectives... the latter being critical!
Thank you Anthony for consistently creating great video content to help those of us interested in increasing our sales. Not only do you clearly explain the sales issue you are trying to address at the beginning of all your videos, but your suggestions on verbiage to use with clients is extremely helpful. After listening to this video I immediately shared it with a team member as we are currently dealing with a situation where clients go dark. Upon listening to this video she subscribed to your channel. I don't subscribe to many RUclips channels, but yours is one that I do! I look forward to seeing the notification on my phone that you have shared another video as I know it will be a good investment of my time to listen. Keep the great content coming as I'm a faithful listener.
Thank you, Anthony! I have had a similar situation with a prospect of mine and I’m going to apply what you suggested in this video. I’ll let you know how it turns out.
WOW, Anthony this is so good. The timing is excellent. I was at a Trade Show last week and failed to get things solidly on the calendar. Had very strong interest in a collaboration. Followed up and still very solid but then "crickets" from their side. I am taking your "word track" and going to employ it today. I will let you know. Thanks Coach!
Left VM and sent email and already have a response..."We are good.. Just crazy week. Will call you today" Anthony, I look forward to seeing you next week and gaining much more insight!
Great comments Anthony, thank you for taking the time to share your insights. Very useful. I highly recommend anyone in a sales role subscribe. Guaranteed to pick up some good information, even veteran sales folks.
Anthony, you see the matrix! It is uncanny at how well you know what most sales people go through. Here is a quick summary for everyone. Trade enough value for the client to agree to the commitment! Controll the process! Don't give up control by not having the next step on the prospect's calendar! If you can't get the next step, this shows that we haven't traded enough value for the prospect. If we don't get this, then we start the chase....call, email, call, email, sms. We need to get a commitment or disqualify. Fish or cut bait! Find a client where you have a better shot at winning! Buy the book The Lost Art of Closing!
The key to this process is being honest with yourself and the prospect. Fish or cut bait. If it’s a bad fit then move on, this creates opportunities for you to find other customers who are a better fit. But that involves letting go which brings with it a certain sense (false) of fear and loss.
Easily one of your best videos. I think at one point in everyone's sales career (I will say many for mine) we have gone through this. The language example you gave is spot on and the advice on when to cut bait is a hard lesson but one we all need to hear. This is exactly when I look at my professional development as a sales professional, I turn and invest in you Anthony. See you at #Outbound2018 in 7 days. Coming from the great white north.
Very practical, good sales follow-up info, especially the part about the "last" voicemail and email follow-up. Regarding this topic: If it's a great prospect that you know spends a lot with your competitors, does one ever really cut bait?
I'll typically leave a "last f/u" vm and follow that up with a "last f/u" email. I'll say something along the lines of: Hi John, I just gave you my last follow up call and this will be my last follow email (I don't like being a follow up pest). If you still have interest in the value XYZ Company can bring to your business, then give me a call. Thank you, Zac Lancaster Blah blah blah Several times prospects I've used this with call me 2, 3, or 4 months down the road ready to sign up.
A great investment of 7 minutes to help figure out what happened and why the customer is not responding. Thank you.
Anthony - I'm a professional who is moving from what has historically been more of an analytical / client service type of role into a purely sales oriented capacity on our team. One of the things your videos and books amaze me with is your ability to make sales more of a science and less of an art, meaning I've always thought that my personality and ability to make small talk would drive sales and relationship success. The problem with that mindset, as you are already well aware, is that I have never been one to methodically advance the sales process according to a preset plan that results in commitment and ultimately closing the business.Your insight is INVALUABLE to me. Thank you so much for all these resources you freely provide!!!!!!
This is by far the best way I've ever heard of to get clients who've "gone dark" back into the light.
Truly appreciate the way to teach and lead.
Powerful and practical. Thanks Anthony.
This is my favorite video that you've done. I'm also a sales trainer. I pride myself on providing original content but this is something I mention a lot sourcing appropriately (and with a tip of the hat to you) Very nice piece and highly actionable/effective.
Thanks so much, Greg!
One good piece of advice. Always gain commitment
Well said! Think of all the time you can save by being direct and controlling the process.
I appreciate the 2018 interpretation of BANT. I did not know how to get my team from that rigid model and now I have the words to help them see past sticking to that model only.
Nice listen and great reminder on always controlling the processing with your engagement - and not leaving a meeting without addressing next steps with scheduling the next meeting on calendar
Simple , powerful and true. Always be closing to the next step and get it on the calendar with your customer.
Fantastic tutorial on how to deal with the all too common reality of the customer or prospect that goes dark. We’ve all had this happen and it is truly frustrating. Chris offers in this video a practical and reasonable approach to getting to a place where you know where we stand in a potential deal. And isn’t that really all we are asking? Whether it’s “Come take my order” or ‘Never, not in a million years” or anywhere in between, it is always better to know where you stand. if it means walking away for the time being.
This is amazing advice. It's all about controlling the process and you do that by understanding your client's process FIRST and how it fits with yours.
Or, you get them to adopt a process that actually serves them!
Another incredibly valuable vlog. From experience, I completely agree on getting commitment and without this, there is no opportunity. And to get the commitment you have to show that you are personable, you know what you are talking about that aligns to the clients business objectives... the latter being critical!
Thank you Anthony for consistently creating great video content to help those of us interested in increasing our sales. Not only do you clearly explain the sales issue you are trying to address at the beginning of all your videos, but your suggestions on verbiage to use with clients is extremely helpful. After listening to this video I immediately shared it with a team member as we are currently dealing with a situation where clients go dark. Upon listening to this video she subscribed to your channel. I don't subscribe to many RUclips channels, but yours is one that I do! I look forward to seeing the notification on my phone that you have shared another video as I know it will be a good investment of my time to listen. Keep the great content coming as I'm a faithful listener.
Many thanks Anthony for your reply to Chris's question. Great advice for him and everyone else. Keep up the Fabulous Work. - Barry.
Thank you, Barry!
The main thing Anthony is THANK YOU!
Thank you, Anthony! I have had a similar situation with a prospect of mine and I’m going to apply what you suggested in this video.
I’ll let you know how it turns out.
WOW, Anthony this is so good. The timing is excellent. I was at a Trade Show last week and failed to get things solidly on the calendar. Had very strong interest in a collaboration. Followed up and still very solid but then "crickets" from their side. I am taking your "word track" and going to employ it today. I will let you know. Thanks Coach!
Get it on the calendar, Tom! See you at OutBound?
Left VM and sent email and already have a response..."We are good.. Just crazy week. Will call you today"
Anthony, I look forward to seeing you next week and gaining much more insight!
Boom!
Great comments Anthony, thank you for taking the time to share your insights. Very useful. I highly recommend anyone in a sales role subscribe. Guaranteed to pick up some good information, even veteran sales folks.
Anthony, you see the matrix! It is uncanny at how well you know what most sales people go through. Here is a quick summary for everyone. Trade enough value for the client to agree to the commitment! Controll the process! Don't give up control by not having the next step on the prospect's calendar! If you can't get the next step, this shows that we haven't traded enough value for the prospect. If we don't get this, then we start the chase....call, email, call, email, sms. We need to get a commitment or disqualify. Fish or cut bait! Find a client where you have a better shot at winning! Buy the book The Lost Art of Closing!
You won the books, Vance. Email me your address through the contact page at www.thesalesblog.com so I can send them to you?
The key to this process is being honest with yourself and the prospect. Fish or cut bait. If it’s a bad fit then move on, this creates opportunities for you to find other customers who are a better fit. But that involves letting go which brings with it a certain sense (false) of fear and loss.
Easily one of your best videos. I think at one point in everyone's sales career (I will say many for mine) we have gone through this. The language example you gave is spot on and the advice on when to cut bait is a hard lesson but one we all need to hear. This is exactly when I look at my professional development as a sales professional, I turn and invest in you Anthony. See you at #Outbound2018 in 7 days. Coming from the great white north.
Very practical, good sales follow-up info, especially the part about the "last" voicemail and email follow-up. Regarding this topic: If it's a great prospect that you know spends a lot with your competitors, does one ever really cut bait?
Rarely. I know I don't. I am so pigheaded, I just persist forever.
Amen. I do so as well. Just a super long sales cycle at times.
I'll typically leave a "last f/u" vm and follow that up with a "last f/u" email. I'll say something along the lines of:
Hi John,
I just gave you my last follow up call and this will be my last follow email (I don't like being a follow up pest).
If you still have interest in the value XYZ Company can bring to your business, then give me a call.
Thank you,
Zac Lancaster
Blah blah blah
Several times prospects I've used this with call me 2, 3, or 4 months down the road ready to sign up.