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June 01, 2010


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Jean Kurniati

This is another great and thorough post with practical advice that most certainly are very helpful. Thanks, Robert.

Charlie Lang

Important points laid out by Robert here. There is just one point I see somewhat differently: Sure, I may think that my service is of value to the prospect, however, that doesn't matter too much. What really matters is that the prospect thinks that my service could (!) be of value to him.

I never have the conviction that my service will be of value to any prospect, I only see the possibility. This is a slight but important difference. I don't see selling as a process to 'convince' someone that my service is of value to them. I see selling as a process of discovery whereby both parties try to figure out if doing business together is valuable to both sides.

This way I will never create undue pressure and yet I help drive this process forward through appropriate follow-up up to the point where we both decide it's a good idea (or not). Then we have the sale as a result or move on. 'Closing' as such is not really required. When both see it, then a close is automatically happening.

I have been extremely successful with this changed mindset (I tried to convince people for over 15 years before I realized that this approach is very suboptimal) and it's something we teach with our innovative 'Stop Selling! approach.

Mike Klassen

I have to give my friend Bill Gluth credit for sharing this with me, but I've been learning to use the phrase, "Do you have your schedule handy?", as a way to make sure I'm following up correctly.

I used to think that if someone was really interested in hiring me after a phone conversation, they'd call me back when they were ready.

If they didn't call after some period of time, I would follow up, but I had no real plan.

These days, at the end of a project consultation, I'll pull out that "schedule handy" question which is probably more for me than them. It forces me to plan out the next contact in the sales process.

If they're not serious leads, they'll usually say something about not being sure now and wanting to think about it... they really don't want to set up a time for a follow-up.

People who are serious generally don't mind planning the next follow-up call or e-mail.

Carol Briney

The fortune is always in the follow-up! Thank you for the great reminder Robert. You are the best!

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