this video is going to talk about how to get your follow-up calls to show up so I built 68 figureure sales teams internally for our companies aside from the thousands of clients that have consulted in their sales teams over the past several years and one thing I've always found true is closers who have the highest follow-up show rate are almost always the best closers on the team especially as you get more to the B2B and multi call Process type of offers and businesses so I'm going to give you two strategies to implement in this video
one is called open Loops another one is diffusing pressure through framing now one thing I want to say about this is these strategies only work if you really gotten the basics right what are the basics Good Rapport in energy proper Discovery you've really cated a clear Gap you've covered the seven beliefs that I teaching other videos on this channel like paying doubt cost desire money support trust the prospect has to be 100% clear on the offer again confused prospects don't buy they have to see it as the simultaneous explanation of why everything that you're R
in the past has failed and why this is going to be different and most importantly they have to be sold okay I don't mean they giving you actual you know their credit card or sending you a wire or something what I mean by sold is they're sold on the idea they're sold on the plan right they're 100% certain that this is the right thing now is the right time right those are the key fundamentals I would say that is the 20% that drives 80% of the results but here's some good tactics that you can use
as well so we're going to talk about creating open Loops so on um in different videos on this channel if you if you look at essentially uh any video that talks about financial objections on this channel we cover the open Wallet technique right that's where you isolate down a financial logistical objection in other words I 100% want to do it but it's just money standing in the way and then from there essentially what we do is we say something like gotcha so you know money aside you're 100% in okay perfect well look most of our
clients do to up front for certain clients depending on their situation who are like you they really want to do it it's just a matter of making it work financially we break it up so are you open to having an honest conversation financially getting everything on the table so we could see if this is something we can do now or at the very least we can plan towards it in the future and then they say you know yeah let's let's look into that then we go over net incoming cash in the next 30 days cash
on hand and credit okay different video to cover that whole thing but what we want to do is we want to lay out basically what their financials are okay so we covered how to handle that now knowing that generally what we do is we only present the pay and full option price first right and then we get into that if it's a financial objection now there's sometimes though where you're going to identify finances aside you know finances might not even be jection or um they're just not in a place where we could even kind of
talk about that yet because they're not closable on this call right so in situations where let's say they have a partner who really needs to get involved or this is the sales director the next call is going to be with the CEO or you know finances are an obstacle whatsoever and they just really want to sleep on it or take a few days or do some research whatever and you just can't overcome in for whatever reason right so in those cases what we could do is we could use payment plans and payment terms turns as
open Loops to ensure they follow up right so again we're not going to do this with the financial logistical objection I just gave in the beginning I just wanted to reference that we're doing this when you kind of know there's no way they're going to close for a logistical reason usually because of somebody else or a buying process thing on this first call okay so here's how it's going to look right what I said probably made a little bit of sense this will make a lot of sense so let's say they want to sleep on
it all right so you you pitch the pay full price they have no issues with price but they want to sleep on it you would say something like no issue at all diffuse the pressure totally good with you sleeping on it so just to clarify so I can say organize on my end if we schedule a time tomorrow and you wake up tomorrow feeling the same exact way you feel right now then we're 100% processing the payment moving forward they say yes okay great well look let's get that time book for tomorrow then you schedule
the time and then this is what you do you say hey and one last thing I'll go for you tomorrow a few ways we could potentially break up the payment financially to make it a little bit easier on you I'm already 5 late for my next appointment so we'll go those options that is that cool so the other thing is too so you see how I created the open loop right and and I and I'll talk about the theory why this works on the next slide but you can also do this like let's say you
have the follow-up set now that you've done this you can text you can almost recover the follow-up and text them and be like hey well let's still keep our followup I want to get I want to go over with you the payment options that I brought up over last time and usually you can recover canceled follow-ups this way as well real quick and then we'll get back to the video if you need help with any of these three things either installing a lead acquisition internally in your business you need new sales reps and you want
sales reps recruited done for you and also get the sales Consulting and Sales Management help that comes with that or if you just want overall business strategies of how you can scale to eight figures and beyond go to the link in the description click that link check out the video and then book a call with our team we'd love to help you with any of those three things now back to the video here's the kind of theory on this all right as long as you still have information to provide you're still going to be in
control of the sales process right right once you've given away all the information you really have no value as a salesperson like you have no leverage I don't really like the word leverage because it makes it feel like you're doing something to the person like you have leverage over them that's not really what it is it's just that like you know what the value you have to the prospect is information and Clarity and Leadership really if you're good right uh once you've kind of given that all away there's like no really reason for them to
show up to future calls another example is you can tease out two to three case studies and present them form on the next call so maybe the the payment plan thing you're like I don't know if that really works for my business this would work right so you could say Hey you we'll go over scripting of this in a second but you know you could say hey I'm going to cover two or three case studies in depth where they started Etc on the next call or you could say that you're going to come up with
a financial Roi model for them so in very complex Enterprise sales there's tons of books written about this like I looked at Enterprise sales books uh the other week and one of the books was called staying ahead of the prospect in the sales process or something like that and I was like I know they I know the whole thesis of the book is literally just this right and so you'll see this is a big thing that comes up again and again and again and what's key is just always staying a step ahead and having a
reason to show up to the next call Beyond come to this next call with a decision which is going to bring me over to X point which is framing that follow-up to diffuse the pressure okay so this is the number one mistake with prospects or ghost follow-ups is the call is framed as a come to that next call with the decision okay now it could be explicit like I've L heard closer say hey come to that next call with a decision but more often than not it's implied and so what I mean by that is
by default if you do not have any other reasons for them to show up to the follow-up call they think the only reason to show up is to tell you yes so if their answer is not a yes or even not yet more likely a lot of times they'll cancel or delay and then now you're chasing does that make sense so this gets you out of chasing if you can always have again open loops and reasons for them to show up and you're and you frame it the right way to make sure hey you don't
have to come to this call with a decision so I'm going to repeat this if you do not have any reasons for them to show up to the call it defaults to the only reason to show up is to tell you yes why else would they show up so again if their answer is not a yes or not yet they cancel delay so this is why I make proactive effort to number one open Some Loops and number two tell them don't even come to the call with a decision I know this is counterintuitive because if
you've seen what I've done before my previous videos I'm very very key on like getting them sold and like like I did in that previous scripting it's like hey if you wake up tomorrow feel in the same exact way you feel right now then you're 100% moving forward right I have to press them like that in the beginning of the close because I need to see if they're actually sold but then as we get to scheduling the followup I kind of reel it back and give them permission that hey like okay great I'm glad you're
feeling really good about this you don't have to come to the call with a decision because right now as that stands for me I don't even feel like you really have all the information so let's cover your questions tomorrow and then tomorrow once you have all the information then we can make a decision of this is a now thing or a later thing no worries other way so that was a little bit of scripting there let's get into some official stuff so this will really help right so here's kind of how it would sound you're
the sales person you say awesome let's get that call book for tomorrow you schedule a time okay hey one last thing I'll go for you tomorrow two specific case studies of clients in your industry exactly where we started with them what we Implement and what their Roi was and what time frame plus I'll talk about some payment options that'll make it easier to break up okay so I still have a lot to cover with you so don't feel like you have to come to this next call with a decision all I want you to do
is come to this call with questions then we'll cover your questions and the rest of the information that I have and then we can see what's the best decision for you whether that's a now thing or a later thing I'm good either way does that sound good all right so you can come up with some variations with this but the key is I'm basically removing any sort of vibe of come to the call with the decision so if you see this number one I'm opening the loops of the two specific case studies right I also
opened the loop of some payments and then I said you know what I usually always say is like hey look you know I know we covered all your questions on this call but you know usually what happens is you get off this call you're going to think of some stuff that uh you wish you would ask or you kind of forgot to ask that you want to ask so look don't even feel like you have to make a decision after this call all I want you to do is when those questions come up write down
those questions on the next call we'll cover the case studies the payment terms and then we'll figure out the rest of those questions that you have and then that way when you have all the information then you can make a decision but don't even worry about making it before the call cuz I feel like we haven't even really finished our talk yet something like that right it really really helps
