How Relentlessly Elegant Is Your Sales Follow-up?
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, an important selling discipline, I guess you would call it, is to follow up, follow through. But I think we have to have the resolve to follow through until you get a no.
Lee Kantor: [00:00:19] Yeah, I think a lot of people follow up till no contact or being ignored. And I think it’s much better to follow up until you get no. And remember, you have control of the no. You can be the first to say no and tell the prospect, “Sorry, it didn’t work out.”
Lee Kantor: [00:00:35] We use that method all the time. We have a confirmed release date that’s part of our tactic in order to get an answer one way or another. And we highly recommend that you have some tactic to get an answer. Otherwise, you’re going to be waiting for this phantom phone call. You’re going to have them on your sales projection list way too long. And that phantom phone call never comes. So, it’s better to just kind of push for it now, and then get to no and move on rather than just hope that they’re going to call me at some point.
Lee Kantor: [00:01:06] Now, if you’re getting a no contact, or no answer, or they’re ignoring you, you can still kind of drip them information but that you should be treating them as if it’s a no. And the sooner you do that, the better you’ll feel, so now you can move on to somebody who needs what you have and might buy from you.
Stone Payton: [00:01:25] And to your point, it doesn’t have to be — in fact, it specifically should not be a bridge-burning, get-out-of-my-life no. It’s more along those lines of what you described, “Hey, sorry it didn’t work out for right now. Maybe down the road, we can revisit the idea,” right?
Lee Kantor: [00:01:42] Absolutely. It should never be a burn-the-bridge no, but it should be a “Are you going to buy this today or not? And if you’re not, we can still be friends. And we’re going to still be around in six months when you decide to revisit the idea of us working together.