Webinar 6 follow up isn't harassment

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Webinar 6 follow up isn't harassment

  1. 1. Welcome to the Sales Webinar Series! Today’s session is: Follow-up Isn’t Harassment! You may also like to check out www.ActiveMgmt.com.au while you wait.
  2. 2. Follow Up Isn’t Harassment 30 Minutes
  3. 3. <ul><li>Why do we have to follow up? </li></ul><ul><li>Some people genuinely need to think about it; </li></ul><ul><li>Some people didn’t come prepared to join; </li></ul><ul><li>Some people need to check with their partners/parents/friends; </li></ul><ul><li>You didn’t good enough benefits tour! </li></ul><ul><li>Because they didn’t join! </li></ul>
  4. 4. Scenario A <ul><li>You didn’t do a good enough tour, so the follow up is your sign of back peddling and trying to get the sale </li></ul><ul><li>Rapport building AGAIN </li></ul><ul><li>Goals AGAIN </li></ul><ul><li>How you can help AGAIN </li></ul><ul><li>Close AGAIN </li></ul><ul><li>Overcome objection AGAIN </li></ul><ul><li> Stench of sales! </li></ul>
  5. 5. Scenario B <ul><li>Genuine reason for not joining </li></ul><ul><li>You will still have rapport </li></ul><ul><li>You will know their goals </li></ul><ul><li>They will remember how you can help them reach their goals </li></ul><ul><li>They know the prices </li></ul><ul><li>Your call is about booking a time to join </li></ul><ul><li> Part of the process </li></ul>
  6. 7. Be professional <ul><li>“ Pre-frame” them for the call from you: </li></ul><ul><li>Day </li></ul><ul><li>Time </li></ul><ul><li>Convenience </li></ul>
  7. 8. The Call Itself <ul><li>Where do you start? </li></ul><ul><li>What is your goal of this call? </li></ul><ul><li>Be professional: </li></ul><ul><li>“ Is it convenient to chat now?” </li></ul><ul><li>“ Only take up a couple of minutes.” </li></ul><ul><li>“ Thanks for your time – today and for coming in.” </li></ul>
  8. 9. The Call Itself <ul><li>Then where? </li></ul><ul><li>Revisit why they came in </li></ul><ul><li>How you can help </li></ul><ul><li>Ask questions that will elicit a “Yes” answer </li></ul><ul><li>Say why they didn’t get started and ask can we get you started now? </li></ul><ul><li>Now have a conversation </li></ul>
  9. 10. The Call Itself
  10. 11. The Call Itself Time and date
  11. 13. Thank you for attending our sales seminars! We have something special planned for 2011! But next week: Tone Up Your On-Line Brand Via Social Media Register now: https://www1.gotomeeting.com/register/400580793 www.ActiveMgmt.com.au
  12. 14. Justin Tamsett B.Ed (Phys & Health Education) Feel free to contact JT: [email_address] or 0438 015 677 Follow JT on Twitter: @JTActiveMgmt To read JT’s blog: www.justintamsett.com Become an Active Management Fan on Facebook: www.facebook.com/activemanagement And for more information on Active Management helping your business go to: www.activemgmt.com.au &quot;What you leave behind is not what is engraved in stone monuments, but what is woven into the lives of others.&quot; Pericles

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