“When you follow up for their reasons, not your reasons, you’ll get better results.” – Ian Altman in today’s Tip 116
Are you calling to check – in?
Join the conversation below and learn more about Ian.
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Ian Altman. As a CEO for two decades, Ian started, sold, and grew his business-services and technology companies from zero to over one billion dollars in value. He’s a co-author of the bestselling book, Same Side Selling and hosts the weekly Same Side Selling Podcast, and you can read hundreds of his articles on Forbes and Inc. Here he is with today’s tip:
Ian Altman: Hey, it’s Ian Altman. Please, whatever you do, stop calling to check in to see if somebody made a decision yet. It usually sounds like this. “Hey, just calling to check in, want to see if you’ve made a decision yet.” You’re a tin cup and a cardboard sign away from begging at that point. Literally, it sounds like “Hey, just calling to check in, what to see if made a decision yet”. “Hey, just calling to check in. God bless.” Instead, what I want you to ask yourself is, are you following up for your reasons to make the sale or are you following up for your potential client’s reasons and it’s a major difference. So instead of calling to check in, what you want to think about is what is it that this client was trying to overcome? What do they were hoping to achieve that they were counting on us to deliver on? And then follow up with that. So instead of calling the check-in, instead we want to do is call up and ask, “Hey, when we spoke last week, you mentioned that your current provider wasn’t delivering A, B, and C and that was costing you money and causing a lot of sleepless nights. I haven’t heard back. Did you find another way to solve it?” When you follow up for their reasons, not your reasons, you’ll get better results. If you have any more questions or other topics that we cover in Same Side Selling, drop me a note to [email protected]
Scott Ingram: For links to all things Ian Altman, a transcript of this tip as well as the video version, click over to DailySales.Tips/116.
Then come back tomorrow for another great tip. Thanks for listening!