July 28, 2024 | Read online​

Here’s this week’s edition of my newsletter. Sales tips and advice all in under 5 minutes - every single weekend.

Follow Up the Right Way

Most sellers get follow up all wrong. Like really wrong.

Keep this in mind.

That follow-up email after the pitch?

That proposal you're sending over?

You're not writing it for the person you talked to.

You're writing it for the people you DIDN'T talk to.

You're writing it for the people they need to convince.

So you have to re-explain the problem.

Restate the impact and the better future if they buy. Recap the logical next steps.

Share a success story from another customer.

Remind them of the ROI and minimum viable solution.

Describe again what staying put will cost them.

Address any objections head on like Eminem did in 8 Mile.

Remember, your prospect needs to sell your solution upstairs.

So help them out - write it like they're hearing it for the first time.

Another thing to keep in mind when writing your follow-ups is to lead with value in each touch.

Most sellers miss this. They write things like “checking in, or bubbling this back up”.

Instead - add something of value like a case study, or an answer to a question/key area they mentioned on your last call.

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Shout out to the 30MPC on their new book launch

Nick and Armand have built something great. I myself have been on their show countless times (more to come there later).

They just released their new book - Cold calling Sucks (And That’s Why it Works) and are doing a Live Book Summary in a few weeks.

​Sign up for it here. Highly recommend this to those that want to get a unique perspective on cold calling + prospecting.

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How Monday’s SHOULD be

Stop slowly building up in the week.

Mondays need to be HOT!

How you start your week and end your week are crucial.

Monday should start with massive action towards your goal.

Big activity day. Calls. Videos. Emails. Etc

Not a team meeting at 9/10.

​LEADERS: I try to avoid having ANY morning meetings for my teams, it disrupts the flow significantly.

Mondays are not for starting to figure out your week.

Monday am should come in HOT.​

Friday afternoon is for the planning and prep.

End the week with a good 60 min to review, recap, and plan your NEXT week.

Get that Monday am call list ready.

Get your calendar blocked out. Remove things that aren't necessary.

End the weeks with at least the plan on how to make Monday epic.

Start fast.

End smart.

That’s the key.

The Sales Leadership Accelerator Update

We just hit 50 members… I still can’t believe it.

They’re in there. They’re learning things they’ve never seen.

And this could be you.

If you’re managing a team and don’t know how then this is the spot for you.

Learn at your own pace. Get group coaching calls. And LEVEL up in an affordable/accessible way.

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