We believe if we’re not having fun in sales we may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of connecting and adding value. Winning in sales starts by making every connection count which starts with our energy - HOW we show up! Whether, you're already selling successfully, struggling to find your rhythm, or lacking confidence, we’re here for you! As the premier sales professional accelerator, our certification program and continuing education will show you how to build consistency, proactivity, and accountability into your sales process!
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We believe if we’re not having fun in sales we may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of connecting and adding value. Winning in sales starts by making every connection count which starts with our energy - HOW we show up! Whether, you're already selling successfully, struggling to find your rhythm, or lacking confidence, we’re here for you! As the premier sales professional accelerator, our certification program and continuing education will show you how to build consistency, proactivity, and accountability into your sales process!
Following Up — the key to winning more business is in the work before and after
Energy4Sales
25 minutes 6 seconds
3 years ago
Following Up — the key to winning more business is in the work before and after
Sales leader and friend of Energy4Sales podcast, Andrew Warf, joins David & Tim to dive into where follow-up in the sales process really begins; and, how to do it effectively.
Andrew shares that research ahead of time is necessary, but the visit is NOT a sales pitch, it's an INTERVIEW! Making the connection is key here: discovering what really motivates a person and makes them tick! Also, finding common ground!
Curiosity is the #1 tool, or as David calls it, an "art", that you can leverage to build deep relationships! Team selling is critical as you discover ways to add value collectively — and tee-ing up internal introductions when there’s a better personality fit.
Andrew challenges us to ask questions that get them to open up about something you didn't know or plan on. Know your subject matter well enough, do your research, and go in confidently!
Identify with them what would be the best time to follow-up, and how? Then, the next step is as simple as, “Hey, during our last conversation, you mentioned ABC ... here's what I found out for you.” Pro Tip: use your CRM! In fact, email them a recap what was discussed and how and when you'll follow-up.
Andrew states, “Confidence is knowing you have the RESOURCES as well as the ability to connect people with those resources - and being humble enough to say, ‘I don't know, but I know who does’!"
Connect with Andrew: https://www.linkedin.com/in/andrew-warf-037a6244
Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/
Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode
Join us on LinkedIn: https://energy4sales.biz/LinkedInPage
Energy4Sales
We believe if we’re not having fun in sales we may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of connecting and adding value. Winning in sales starts by making every connection count which starts with our energy - HOW we show up! Whether, you're already selling successfully, struggling to find your rhythm, or lacking confidence, we’re here for you! As the premier sales professional accelerator, our certification program and continuing education will show you how to build consistency, proactivity, and accountability into your sales process!
