Sam Wakefield

No move, no nothing. The second time through, you couldn't even help it. And this is role play. Physiology changed. You leaned in a little bit. You started smiling. You started nodding.

No move, no nothing. The second time through, you couldn't even help it. And this is role play. Physiology changed. You leaned in a little bit. You started smiling. You started nodding.

strictly with the permission question and now we're open to the information and so it makes a massive shift in how people receive information and that's just kind of a tiny example of how nlp works in or brain science works in in sales what do you think your favorite part of the sales process is is it the initial contact the follow-up or maybe the sweet moment of closing the deal

strictly with the permission question and now we're open to the information and so it makes a massive shift in how people receive information and that's just kind of a tiny example of how nlp works in or brain science works in in sales what do you think your favorite part of the sales process is is it the initial contact the follow-up or maybe the sweet moment of closing the deal

Personally, I'm going to answer that different. My favorite part of that is the follow-up. Most people hate follow-up, but it's so fun and it's so easy because we already did the work. I know that nobody else ever follows up hardly. And when I follow up, I get business because nobody else is calling them back.

Personally, I'm going to answer that different. My favorite part of that is the follow-up. Most people hate follow-up, but it's so fun and it's so easy because we already did the work. I know that nobody else ever follows up hardly. And when I follow up, I get business because nobody else is calling them back.

And so my, and it's conversations, they, every single time you get on the phone with somebody already did a project with, or already did an appointment with, they're like, oh yeah. Hey, how's it going? I remember. And so my favorites follow up.

And so my, and it's conversations, they, every single time you get on the phone with somebody already did a project with, or already did an appointment with, they're like, oh yeah. Hey, how's it going? I remember. And so my favorites follow up.

Yeah, I 100% see the same thing. Of course I train a lot of different language, and all the different trainers have language around follow-up, and everybody wonders, well, what do I say? Well, the reason that we teach language around follow-up is not for the client necessarily. It's for the salesperson to get them to actually do it.

Yeah, I 100% see the same thing. Of course I train a lot of different language, and all the different trainers have language around follow-up, and everybody wonders, well, what do I say? Well, the reason that we teach language around follow-up is not for the client necessarily. It's for the salesperson to get them to actually do it.

If we give them empowering language so it makes them feel more confident to do follow-up instead of begging, like, oh, I'm just touching base, circling back, all those things, Well, they feel more empowered to actually do it. But at the end of the day, statistically, the customer does not care. They expect five to seven follow-ups every single appointment.

If we give them empowering language so it makes them feel more confident to do follow-up instead of begging, like, oh, I'm just touching base, circling back, all those things, Well, they feel more empowered to actually do it. But at the end of the day, statistically, the customer does not care. They expect five to seven follow-ups every single appointment.

And they expect two to three of those to be a legitimate phone call, not just an email or text. And that's statistics. Every single time follow-up is studied in our society. And so the fact that we do it and stay in touch doesn't matter what you say, just Pick up the phone and call the people. Text them. And if they don't answer, double dial, double tap.

And they expect two to three of those to be a legitimate phone call, not just an email or text. And that's statistics. Every single time follow-up is studied in our society. And so the fact that we do it and stay in touch doesn't matter what you say, just Pick up the phone and call the people. Text them. And if they don't answer, double dial, double tap.

then text then email all at the same time but just reach out and get in touch with people you will close business i had one of my guy that listens to my podcast he's a big big time fan every single january he spends the first week of january literally calling every single unclosed every single unclosed appointment from the previous year this year first week of january he closed two hundred thousand dollars in business strictly by calling back through last year's no new appointments

then text then email all at the same time but just reach out and get in touch with people you will close business i had one of my guy that listens to my podcast he's a big big time fan every single january he spends the first week of january literally calling every single unclosed every single unclosed appointment from the previous year this year first week of january he closed two hundred thousand dollars in business strictly by calling back through last year's no new appointments

Just talking to people. Hey, how's it going? Where are you in your decision process? That's it. That's all they had to do is just call back.

Just talking to people. Hey, how's it going? Where are you in your decision process? That's it. That's all they had to do is just call back.

Right. Yeah. It's really funny because this is like it seems to us because we're so experienced with it. It's like, man, this is entry level. But so many people don't do it. And I don't understand why, because they're literally sitting on millions of dollars of business and they're just not picking up the phone and calling them. So for everybody listening, pick up the phone. It's a goldmine.

Right. Yeah. It's really funny because this is like it seems to us because we're so experienced with it. It's like, man, this is entry level. But so many people don't do it. And I don't understand why, because they're literally sitting on millions of dollars of business and they're just not picking up the phone and calling them. So for everybody listening, pick up the phone. It's a goldmine.