Permission Based Selling – Ryan Stewman

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A Better Way To Follow Up With Undecided Prospects 

WITHOUT BEING IGNORED

…Or Pestering Them Until You Get The Sale

Seriously. 

On a scale of 1-10, ten being the best, meaning you call leads every day until they die, rank your follow up.

If you’re being truthful,

you probably ranked yourself a five.

We both know sales slip through the cracks.

Because we negate follow up in pursuit of new leads.

Why is it that salespeople refuse to follow up,

…even though it’s clearly the most important part of the entire sales process?

Without follow up, there is no close. Every salesperson knows this. Yet the area many salespeople need to improve on the most, is follow up. 

If we know it works, we know it needs to be done. And if we know we need to do it, 

why do we avoid it?

Most salespeople fail to follow up because they’ve added no value on their previous encounter.

And their definition of sales is getting on the phone and asking for the business. 

To master salespeople, however, sales means listening to the prospect, providing value and offering to solve their problem.

IF YOU PROVIDE VALUE, THE PROSPECT WELCOMES FOLLOW UP!

If you arrive to the meeting with self-centered intentions, you know that prospect won’t care to hear from you again.

Guaranteed. 

Prospects love to buy stuff, but they hate to be sold.

The stigma of the fast-talking salesman is strong. 

No one likes him anymore. In this “me first” era, you HAVE to be different.

It’s one thing to earn the right to follow up once, but making 5+ contacts and staying on the prospect’s good side, without pissing them off?

Well, that’s no easy task. 

Which is why so few salespeople have any kind of serious follow up game.

These are also the same salespeople who get pissed once they’ve realized the prospect bought elsewhere.

Many companies have lost all faith in their salespeople following up.

Because of this, we have auto-responders, email sequences, blast sly dial calls, and even more creative ways to chase our prospect, which don’t rely on an actual live salesperson.

Salespeople have missed the mark so badly on this one because their job has been outsourced to the Internet.

If you position yourself as the “helpful expert” you’ll find your prospects welcoming your calls, texts and emails.

You’ll find them thanking you for following up and promising to buy soon.

It’s your job to stay on top of that contact until they buy.

If you’re like me, and you know what you sell is the best solution for the prospects you serve, you should stop at nothing to sell as much as you can.

Stopping at nothing, includes follow up.

And remember it takes 5+ follow ups before a prospect becomes familiar with you, so you need to stay in touch with the prospect in a creative way that doesn’t scream:

“HEY I’M OVER HERE STARVING FOR BUSINESS. PLEASE BUY FROM ME!!!”

HERE’S WHAT PEOPLE ARE SAYING ABOUT HARDCORE CLOSER

As you well know, that tactic doesn’t work in the “me first” age. 

You’ve got to show interest in the prospect, if you want them to be intrigued by what you’re selling.

The days of the talking head salesman are long gone.

Now, it’s the careful questioner who snaps up all the business in the modern marketplace.

That’s where earning permission comes in.

Prospects only want to hear from you if you have something of value for them to consider.

Something that benefits them.

Something enticing for them to buy, but that doesn’t force them into feeling “sold.”

By earning permission, they are inclined to answer your calls, open your email and respond to your texts.

These days, there’s the do-not-call list, the Can-Spam-Act and many more anti-pestering laws in place.

This proves the prospect is tired of being bothered by valueless salespeople.

You must stand out from the pack if you want to make sales and especially when asking for referrals.

WHEN I SAY “PERMISSION BASED SELLING”,

I’M TALKING ABOUT PERMISSION ALL THE WAY THROUGH THE END OF THE PROCESS…

• Permission For Initial Contact
• Permission For Repeated Contact
• Permission To Close
• Permission To Receive Referrals

In my Permission Based Selling System you’ll learn how to elevate yourself through each of these important phases, while maintaining permission from the prospect to ask the entire way.

HERE’S HOW I BREAK IT DOWN:

MODULE 1: EARNING PERMISSION

• Introduction – How This Works
• Sales Funnel Fully Explained
• Creating an Irresistible Offer
• Funnel Construction
• Lead Generation 101
• CATCH (audio)
• What Happens When They Don’t Close
• Module Test

MODULE 2: FOLLOW UP

• Closing The Next Contact
• Bold Expectations
• Pavlov’s Prospects
• The Benevolent Salesman
• Law of Reciprocation
• Module Test

MODULE 3: The Close

• Buying Signs
• Sealing The Deal
• Handling Objections
• Scripts and Wordtracks
• Module Test

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