Key Messages
Boost Your Sales By Understanding The Psychology Of Buying: A Guide For Salespeople
Are you having trouble closing a sale even when you put in your best effort? Don’t give up yet!
Follow Up and Close the Sale by author Jason Kotecki offers tried-and-tested tips on how to make the most out of what might seem like a lost deal.
This book explains the psychology behind buying and reveals proven techniques used by high-performing salespeople to close more deals.
You’ll discover how to personalize each customer’s buying experience, keep your product top of mind, and turn a “no” into a “yes” with thoughtful follow-ups.
Among other things, you’ll learn how to develop good leads from cold contacts, use handwritten notes in the selling process, and understand why people buy emotionally.
Use these strategies in your everyday practice to make more sales – no matter what kind of response you get from customers initially!
Don’T Delay Following Up With Potential Customers, Or You Risk Losing The Sale
We’ve all heard the phrase “timing is everything”.
In sales, this couldn’t be more true.
Jeff Shore learned this lesson all too quickly when he was pitched a great sales deal, only to have it fall through three weeks later from waiting too long for follow up.
When pitching a sales deal, it’s important to remember that a buyer’s emotional journey doesn’t last long.
As soon as you leave the conversation, time starts ticking.
If your customer falls out of their emotional high and settles back into their old state of mind, they will lose sight of the potential offered by your services and develop doubts about any potential downsides.
That is why following up quickly and capitalizing on the buyers emotional altitude is key for closing any sale.
It’s how you prevent them from considering the cost or other aspects that could worry them off from making the decision to buy.
You must take advantage of those three precious weeks while they are still at their highest before they slowly slip away!
Overcome Your Psychological Resistance To Achieving Sales Goals By Crushing Your Comfort Addiction
If you’re a salesperson, you know that success relies on building solid relationships and making sure your leads don’t turn cold.
But if you’re like most salespeople, you might be missing out on opportunities because of resistance.
Research shows that buyers often say no four times before saying yes, yet many salespeople give up after two follow-up attempts or at the fourth rejection.
This is where Natures Nutrition‘s Follow Up and Close the Sale comes in.
One of the key messages in this book is to avoid missed opportunities by defeating your psychological resistance to following up with leads.
It all comes down to comfort addiction – this reactive instinct we have that pushes us away from performing difficult tasks such as following up with customers after they say no.
Resistance can be caused by a variety of things such as telephobia, fear of closing deals, feeling overwhelmed due to objections and/or a fear of rejection.
The best way to overcome resistance is to take action before it has time to grow by devoting part of your day towards making follow-up calls first thing in the morning when you sit down at your desk each day.
By doing this, you’ll already have stated your intent so it won’t be easy for your brain to backtrack if it encounters resistance along the way.
With Natures Nutrition’s Follow up and Close the Sale book summary, you can learn how to become one of the top 1% salespeople who access low-hanging fruit – customers who are looking for an opportunity but need more convincing than what other salespeople are willing give them.
So commit today and defeat psychological resistance!
Use Notes From Your Initial Meeting To Show Prospects That You Care
When you meet a prospective customer for the first time, it’s important to make sure that you take notes about their interests and needs.
By taking notes, you can demonstrate your commitment to providing them with an excellent customer service experience by showing that you care.
One way to do this is by sending follow up emails that personalize the buying process based on what they shared with you in the initial meeting.
For example, if they mention during your first conversation that they have children who love karate, sending a message with a list of local karate schools would show them that their interests matter to you.
This personalized approach allows salespeople to build an emotional relationship with customers and establish trust.
Research has shown that buyers are more likely to make a purchase decision when they feel emotionally connected to it.
It also gives salespeople an opportunity to summarize how their product or service can help meet the goals, needs, and doubts of the customer in question.
In short, by taking notes during an initial meeting and following-up accordingly, we can show our customers that we truly care about them throughout the buying process – something which will go a long way in establishing relationships and ultimately closing deals as well.
The Power Of Elimination: How To Ensure Your Product Makes The Final Cut For Prospective Buyers
When consumers are faced with an overwhelming number of options, simplifying their choices is essential to making sure they don’t make a bad decision.
Buyers usually do this by eliminating unmemorable options or those that seem too difficult to understand.
For example, if someone is shopping for a flat-screen TV and they come across two brands with different products and features, they may immediately eliminate one option due to the confusing website design or harsh colors.
On the other hand, the buyer will strongly consider options which offer a seamless buying experience, as well as televisions whose sales reps provide helpful advice and can be easily contacted when needed.
In order to avoid elimination by buyers, you must ensure that you’re providing them with a simplified version of your sale so that they don’t need to think too hard in order to decide on their purchase.
This includes following up with them regularly so that your product remains at the forefront of their minds and make final cuts when it comes time for a decision.
The Best Follow-Up Method For Sales Professionals: Face-To-Face Or Phone Calls
When it comes to follow-up and close the sale, it’s clear that face-to-face communication is king.
It’s been proven that people respond better to the tone of our voice and our facial expressions than the actual words we say.
Not only that, but it allows for an emotional connection which is something emails simply can’t do.
Even though email may seem like a non-intrusive option, it lacks emotion and warmth which can make or break a sales deal.
If you can’t have a face-to-face meeting with your customer, then the telephone is your best bet; you will still be able to use your tone of voice to emotionally connect.
In fact, studies suggest that customers pay more attention to your tone of voice than they do to the actual words you say.
While emails may work well if you need to send a large amount of dense information (which you should only include in an attachment), communication in sales should always allow for two-way interaction.
The Power Of Reaching Out To Old Leads: Why You Should Never Give Up On A Potential Sale
When it comes to sales, the key message is that situations can change, and if a customer was interested in buying your product but didn’t due to certain circumstances, they may be ready and willing to buy it now.
Take for example Shore’s experience when he was close to purchasing a mountain bike.
Unfortunately, he got injured, leading him to put the purchase on hold.
The salesperson assumed the deal was over and gave up without following up with Shore.
But what could have happened if the salesperson kept pursuing? After all, Shore’s injury wasn’t permanent – within a few months his leg had healed and his doubts about purchasing the bike decreased.
All that was needed at this point was for the salesperson to nudge him back into the market – perhaps with a personal approach such as a handwritten note asking about his health and sharing that there are other options such as financing plans that would make monthly payments more affordable.
Ultimately, remembering this key message — that situations change, so if someone nearly bought from you before, they might buy from you now — can help increase sales opportunities as well as foster deeper relationships with customers.
Wrap Up
The bottom line is this: if you want to close the sale, you have to follow up and keep in touch with your prospects.
You might get a lot of nos before getting a yes, but don’t give up!
Keep pushing forward and eventually you will make it happen.
Also remember that speed matters.
If your prospects reach out to you, make sure to respond quickly even if it’s just acknowledging that you heard them.
Studies show that people are more likely to buy from a salesperson who responds quickly because it leads them to assume trustworthiness, approval and care from the salesperson.
Follow Up and Close the Sale is an incredibly valuable book for any salesperson and should be in every entrepreneur’s library.
It provides actionable advice on how to effectively run a sales process for maximum results.
