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#connectcon14 @connectmembers facebook.com/connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers
When Prospects Go Silent
Tim Wackel
Sales Training Expert & Exec...
#connectcon14 @connectmembers facebook.com/connectmembers
What separates top
performing sales reps
from everyone else?
#connectcon14 @connectmembers facebook.com/connectmembers
Curious
Hard working
Prepared
Trustworthy
Professional
Competent...
#connectcon14 @connectmembers facebook.com/connectmembers
Hard
Work
#connectcon14 @connectmembers facebook.com/connectmembers
Mastery!
#connectcon14 @connectmembers facebook.com/connectmembers
The world doesn’t pay you
for what you know,
it pays you for wha...
#connectcon14 @connectmembers facebook.com/connectmembers
Red Green Black Blue
Black Red Blue Green
Blue Green Red Black
G...
#connectcon14 @connectmembers facebook.com/connectmembers
Follow up or fail
Principle #1
#connectcon14 @connectmembers facebook.com/connectmembers
When do you give up?
#connectcon14 @connectmembers facebook.com/connectmembers
2% of sales are made on the 1st attempt
3% of sales are made on ...
#connectcon14 @connectmembers facebook.com/connectmembers
46% of reps give up after 1st attempt
22% abort after 2nd unsucc...
#connectcon14 @connectmembers facebook.com/connectmembers
Follow up?
Email
Phone
Face to face
Certified mail
Unusual ...
#connectcon14 @connectmembers facebook.com/connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers
Follow up?
Email
Phone
Face to face
Certified mail
Unusual ...
#connectcon14 @connectmembers facebook.com/connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers
Follow up?
Email
Phone
Face to face
Certified mail
Unusual ...
#connectcon14 @connectmembers facebook.com/connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers
Plan your work
Work your plan!
Principle #2
#connectcon14 @connectmembers facebook.com/connectmembers
2% of sales are made on the 1st attempt
3% of sales are made on ...
#connectcon14 @connectmembers facebook.com/connectmembers
Attempt When How What
1
2
3
4
5
6
7
9/22
10/7
10/13
10/21
10/29
...
#connectcon14 @connectmembers facebook.com/connectmembers
Dear John,
I haven’t heard anything back from you so I’m assumin...
#connectcon14 @connectmembers facebook.com/connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers
Business gets better
when you get better!
Principle #3
#connectcon14 @connectmembers facebook.com/connectmembers
30/20/10
Rule
#connectcon14 @connectmembers facebook.com/connectmembers
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CC14 - Tim Wackel - Art of Effective Follow Up

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CC14 - Tim Wackel - Art of Effective Follow Up

  1. 1. #connectcon14 @connectmembers facebook.com/connectmembers
  2. 2. #connectcon14 @connectmembers facebook.com/connectmembers When Prospects Go Silent Tim Wackel Sales Training Expert & Executive Presentation Coach
  3. 3. #connectcon14 @connectmembers facebook.com/connectmembers What separates top performing sales reps from everyone else?
  4. 4. #connectcon14 @connectmembers facebook.com/connectmembers Curious Hard working Prepared Trustworthy Professional Competent Empathetic Reliable Credible Consistent Sincere Value CreativeEnthusiastic Friendly Fun! Passion Attentive Approachable Persistent
  5. 5. #connectcon14 @connectmembers facebook.com/connectmembers Hard Work
  6. 6. #connectcon14 @connectmembers facebook.com/connectmembers Mastery!
  7. 7. #connectcon14 @connectmembers facebook.com/connectmembers The world doesn’t pay you for what you know, it pays you for what you do!
  8. 8. #connectcon14 @connectmembers facebook.com/connectmembers Red Green Black Blue Black Red Blue Green Blue Green Red Black Green Blue Black Red Black Blue Green Red Red Green Black Blue Green Black Blue Red
  9. 9. #connectcon14 @connectmembers facebook.com/connectmembers Follow up or fail Principle #1
  10. 10. #connectcon14 @connectmembers facebook.com/connectmembers When do you give up?
  11. 11. #connectcon14 @connectmembers facebook.com/connectmembers 2% of sales are made on the 1st attempt 3% of sales are made on the 2nd attempt 5% of sales are made on the 3rd attempt 10% of sales are made on the 4th attempt 80% of sales are made after the 5th attempt National Sales Executive Association
  12. 12. #connectcon14 @connectmembers facebook.com/connectmembers 46% of reps give up after 1st attempt 22% abort after 2nd unsuccessful attempt 14% never get past the 3rd try Research firm PLC 82%
  13. 13. #connectcon14 @connectmembers facebook.com/connectmembers Follow up? Email Phone Face to face Certified mail Unusual item Post card
  14. 14. #connectcon14 @connectmembers facebook.com/connectmembers
  15. 15. #connectcon14 @connectmembers facebook.com/connectmembers Follow up? Email Phone Face to face Certified mail Unusual item Post card Lumpy mail FedEx / UPS / courier Valuable insights
  16. 16. #connectcon14 @connectmembers facebook.com/connectmembers
  17. 17. #connectcon14 @connectmembers facebook.com/connectmembers Follow up? Email Phone Face to face Certified mail Unusual item Post card Lumpy mail FedEx / UPS / courier Valuable insights Handwritten note
  18. 18. #connectcon14 @connectmembers facebook.com/connectmembers
  19. 19. #connectcon14 @connectmembers facebook.com/connectmembers Plan your work Work your plan! Principle #2
  20. 20. #connectcon14 @connectmembers facebook.com/connectmembers 2% of sales are made on the 1st attempt 3% of sales are made on the 2nd attempt 5% of sales are made on the 3rd attempt 10% of sales are made on the 4th attempt 80% of sales are made after the 5th attempt
  21. 21. #connectcon14 @connectmembers facebook.com/connectmembers Attempt When How What 1 2 3 4 5 6 7 9/22 10/7 10/13 10/21 10/29 11/3 10/1 Phone Email Package Note Postcard Email Phone Intro, value prop, appt Interesting stat – let’s talk Sales tips booklet News you can use Are your reps persistent? Should I stay or go? Wishing you all the best
  22. 22. #connectcon14 @connectmembers facebook.com/connectmembers Dear John, I haven’t heard anything back from you so I’m assuming your interest might be slipping. Wanted to demonstrate my persistence without becoming a pest!!! Here is a quick re-cap of what I’m trying to connect with you… (clear, concise, compelling value proposition goes here) Please just hit reply, type one of the following three numbers into your response and push send. I’ll take it from there. #1. Thanks anyway Tim, but there isn’t any interest in moving forward – ever! #2. Glad you’re touching base. Please call me to start discussing specifics #3. Timing isn’t right. Check back with me in a few months.
  23. 23. #connectcon14 @connectmembers facebook.com/connectmembers
  24. 24. #connectcon14 @connectmembers facebook.com/connectmembers
  25. 25. #connectcon14 @connectmembers facebook.com/connectmembers
  26. 26. #connectcon14 @connectmembers facebook.com/connectmembers
  27. 27. #connectcon14 @connectmembers facebook.com/connectmembers Business gets better when you get better! Principle #3
  28. 28. #connectcon14 @connectmembers facebook.com/connectmembers 30/20/10 Rule
  29. 29. #connectcon14 @connectmembers facebook.com/connectmembers

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