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Sales Training #12 with Connor Kaplan
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in welcome Joe welcome
Paul hey Kendra good to see you Joe
Kelvin welcome hope everyone's having a
stellar Thursday we have Ted Corey
welcome to the party Dustin nice to see
you we have a Mac User as well Fabio
holy smokes we have a big group today okay
okay
sweet so we could go ahead and
do is we could jump into the uh content
for today
and why don't we start with this uh
where's everyone calling in from
today I know last time we had a few
members pulling up from where was it
okay
Italy Boise Idaho California Charlotte
North Carolina there we go welcome Randy
good to see you Houston Texas is in the
house cool right on so um and who here
is is it your first time in a training
or first week inside of maker school any
community okay welcome Fabia uh good to
see you and Angela first timer new this
week welcome to the community you're in
the right
place okay fabi's a first timer so
jumping into today's content these
trainings are really for you at the end
of the day the the main goal is to help
you get more comfortable with sales uh
provide you with the technical details
of pre-sales and follow-ups and to also
introduce you to other community members
as well so
uh in maker school it's the number one
community in the space where we're a
profit-driven community and if you go
into the wins uh in maker School you
could often see members that are always
closing deals and increasing Revenue I
think Corey last a couple weeks ago he
closed a $115,000 deal for a voice bot
and other members are closing deals from
upwork and other Avenue channels as well
there's strong technical support and
guidance in the community so for the new
members in the community if you haven't
done AI if you haven't done operations
automations before you're in a good spot
because there's over a thousand members
I think right now we're a community of
1400 that are able to support you in
supporting your clients with technical
details lastly we're a strong culture
and Community if you ever show up to the
uh monthly calls um you'll see that it's
very engaging and Nick was able to
answer a lot of Team questions
um bit about me for today for those that
are new here uh I'm initially from
Ottawa Canada I used to be in Tech sales
and I sold $5.5 million to date uh if
you ever have any sales questions feel
free to Ping Connor Kaplan in school and
we'll be able to or I'll be able to
answer your
question for the agenda today uh if it's
all right to share that with you we're
going to be able to cover some pre-call
flows we're going to be able to go over
how we could do pre-call research then
also we'll be able to look at how can we
do um post call flows and at the end of
the presentation we'll be able to cover
any FAQs how's how does that sound with everyone
everyone
today pretty good thumbs up thumbs down
terrible agenda
maybe okay I see some um um I see some
good engagement in the chat okay sweet
content just want to make sure does do
you see my screen here where it says preall
perhaps okay sweet thank you faroo so
what's a preall flow uh preall flow is
before a discovery call so let's just
say that we are
we got someone to book a call on our
Kenly or on our cal.com
account this opens up the opportunity
for us to send a few emails before that
call what this will help us do with the
prospects is have them come to the call
being more educated more prepared about
who we are what we do and how we could
help them and then also if in those
emails before the call we're able to
send over a couple testimonials or some
case studies of how we helped companies
in the past
well then we're going to be able to ask
on the call hey did you get the chance
to check out the testimonial or the case
study or the loom overview that I sent
you before and this could all be
automated and this will help provide
more clarity to the prospect of who we
are and how we could help them and then
lastly we're able to provide more points
of contact to prospects that join our
sales calls just so that they could
remember our brand and our name and were
more familiar to them
so what can we do so the very first
moment that someone accepts a a sales
call with us we want to be able to
confirm the meeting so typically this is
a example that you could copy and paste
I use cal.com and go high level if you
used those tools before but the same
thing could be applied for uh cenly or
another type of booking software that
you might use cal.com is free and you
can get started with that fairly easily
but for pre- call flows you could let
them know exactly what time they
committed to and then where they'll go
at that time so we just say hey looking
forward to meeting you at this time
here's the meeting link and then just
a a line here to set them up to let them
know that we don't accept everyone that
comes to these calls we want to know
more about you and see if there's a good
fit for us to work together and then we
also set us up uh set them up to expect
a future email from us with more details
so this this is what we call a confirmation
confirmation
email next up uh this is the second of
four emails you might wait a day before
the meeting um to send this but we could
say something like this hey uh wanted to
provide a little bit more context before
a meeting and provide you um that will
help us give you more context for the
call you can give a one liner about your
company and this is different for every
single company this is what I personally
use uh so just feel free to copy and
paste this but we help Brands get more
leads um install a simple yet effective
conversion systems into their company
and then we train their teams on how to
use AI you give a oneliner credibility
piece if you haven't done this before
you could say hey I work with brands in
this industry or um I'm an expert when
it comes to these processes and if
you're very familiar with make or nen
the types of videos that Nick puts out
and you've been able to play with with
some of the automations you could even
include a loom video of exactly what
those automations are and how you think
that it could help your prospects so do
you necessarily need to have a ton of
testimonials to get started to start
sending these emails no you could
provide more credibility by showing
people an overview through a loom of you
playing around with these scenarios or
uh workflows in N1 orm.com
any questions up until now and then can
we get this G do uh yeah absolutely here
uh let me go ahead and share this uh
with the rest of the group here we go
go
cool feel free to try and check it out
if you have
access at the end of the day what we
could do is we could sign off with our
name like our company name and then the
address of our company okay we see a lot
of different people in here amazing what
day before the meeting as well what we
could do is we could say hey by the way
here's the meeting link for our call
nothing crazy and what I like to do at
this point as well is sometimes people
will book meetings maybe four days in
advance the day before the meeting
something comes up on their end i' like
to give a way for prospects to
reschedule in the event that they need
to the last thing we want to do is have
like be on a sales call be prepared be
expecting a a sales call and the
prospect tell us last minute oh I didn't
know how to reschedule or hey it wasn't
easy to let you know that I had to
cancel the meeting in doing this with a rescheduling
rescheduling
link I find it helps
to increase show rates because a
rescheduled meeting is way better than a
no show at the end of the day and again
take this with a grain of salt this is
what I do it may not be like the best in
terms of conversion this is just what
I've been doing it works well for
me lastly 15 minutes before the meeting
so you could almost expect them to be uh
the prospect to be busy uh managing
their day going to other meetings with
their employees teams contractors
whoever they might work with we want to
make it easy for them to jump on the
meeting so that's where we send them a a
link to just say hey here's a meeting
wanted to make it easy for you to jump
on the call chat soon and that's all it
is so that's the pre-call flow it's
fairly simple to set up if you go to
cal.com you'll be able to go to the
workflows create a calendar and then
you're going to have to attach a
workflow to a calendar there's a few
YouTube videos on that uh if you want me
to do a a demo of that at the end of the
call more than happy to but for now we
can move on to pre-call research want to
take a moment just to pause here any
flow no if not we can move forward
Okay so preall research what is this and
why is it important uh for a high level
overview we do a lot of work so much
work we might be applying to upwork
messages we might be sending cold emails
we might have to write scripts spin tax
it we might have to pay a lot for
software just so that we could get the
meetings in the first place and one of
the highest Roi highest leverage
opportunities for us to increase our
close rate is to show up to calls
prepared and professional so how can we
do that
well there's three things that I always
typically like to do before a sales call
and none of them require money it takes
a little bit of effort takes around five
to six minutes per call but it will help
us have more targeted questions and I'll
be able to walk you through what this
pre-call research looks
like so um we have a call it's starting
in 15 minutes and we want to show up very
very
um aware of the company
like their team and exactly how we might
be able to support them so let's just
say that we are working with a just say
a video editing
company let's just pick someone here
let's go v. as an example what I like to
do here is I want to see exactly who's
working at the company and get a good
understanding of who might be on their
sales team uh I sell a lot of a good
amount of Sales Systems so I
I could filter based on who's on their
sales team so what I like to do in
apollo.io and you can make a free
account here is you could click on
company you could simply type in the
company uh URL here and then it will
populate all their employees so we could
now filter down all of their employees
in Apollo and it doesn't cost us any
money what i' like to do here as well is
I'll click into job
titles I chat with a lot of people in
like SE Suite uh sales operations and
marketing most frequently so I don't
want to know exactly who is on their
legal team or their design team or on
their like human resources I just want
to be able to know who might be a part
of their future
workflow so we could even go to
management level here and then we could stack
stack
these so we could go from director to
managers and now we're going to be able
to see everyone might be a part of their
go to market team and again this might
be different if you're building project
management systems you might want to
look into customer success or operations
and you use the same exact process for
the type of automations that you're
helping a company with so this is just
the approach that I would take and you
could fit it towards your uh like what
you're specializing in right now so what
I would do here is I would just see
exactly how many people we have so we
have 22 so we know that Seline is their
cro okay that's good to know what I'm
thinking here in the back of my mind is
okay I'm going to go meet with let's
just say their head of sales and I'm
meeting with Matt s he's going to be
reporting to their uh to either Leela or
their cro Seline so now when we're
having these convers during a discovery
call saying hey tell me more about your
team tell me more about your workflow we
could start to name drop saying hey um
and also is Seline or Leila a part of
these conversations as
well especially if the prospect if we're
meeting like the head of sales Matt
didn't tell us about those employees
he'll know that we did a research and
we're showing up to the call very
prepared so that's what I like to do uh
very first so we get to know how many
employees they have so they have 200
people typically this may not be the
best uh way how to to approximate
Revenue but i' typically like to say for
every single employee you'd almost
expect them to be doing like $10,000 to
$20,000 per head every single month so
if they have 200 people uh at their
company you could almost expect them to
be doing 2 mil a year like two um what
is it2 200,000 to $400,000 every single
month again take this with a grain of
salt is just what I've done in the past
too approximate exactly how big the company
company
is what we could do here as well is we
can click into
V and we get a good understanding of
what they do so here's a
description and instead of Googling
typically Apollo will do that for us we
could also see what technologies they
use and again this is all free so if
we're going to this call and they want
to have a lead generation campaign we
could see sometimes what type of crms
are on like if they're on HubSpot for
example that will show up here uh let's
see here um they're on cloud
flare so they have Facebook audiences so
they probably do some Facebook ads so
how I would use this information if I
see um like Facebook retargeting or what
do we have here double click conversions
is they might have done paid ads before
and maybe their conversions aren't like
they're expensive to get clients so
maybe they're looking at a different
angle to bring clients on board for a
cheaper amount than ads so this is just
what I'm doing here they have analytic
setup which is great you're using hot
jars so you know they're looking at
their analytics quite a
bit they use stripe they're on web flow
and all of this information here is free
and we could use it help us prep for the
sales call we could also see funding
rounds so they raised 35 mil in January 2022
2022
what I would say is typically people
will raise uh every year every two to
three years so we could almost say again
are you planning a raise or what do your
current investors want to see next time
you're looking to raise Capital do you
need to have a uh a certain amount of
leads coming in every single month if
we're pitching a lead generation system
and what I do is I'll take notes and
I'll type everything in bullet points
before the call so that while I'm on the
call I could just have easy access to
everything that we just covered any
bolts if no other questions I could jump
back into it but so now we have the
employee size we have um access to
employee URLs which is great we know
who's on their exact team and then we
can start name dropping these names to
make us more prepared and show the
customer that we are professional and
then lastly we could also look at
specific departments as well and we did
that so we went into let's close this
right here we went into titles we went
into departments and then we could click
on which department we want to see now
if we're connecting with their head of
sales Matt often times we could get
there LinkedIn by clicking over
here and now we can see exactly what is background
background
is okay so we can see if we have any
mutuals he's in London and this is
helpful okay he's pretty
active so maybe what we would do at this
point is understand that maybe we want
to send him a connection request to show
that hey we're going to go connect with you
you
shortly see that they recently launched
AI dubbing so we could say hey do you
know what that seems great how's your
growth with AI dubbing soon and this is
just one
example okay he used to work at
jellyfish where he was a bdr manager now
he's a a sales Partnerships director so
what I'm going to go look at here is he
probably knows his way around Business
Development so he knows the whole a toz
process of how to get a lead and how to
close a lead so he's very aware as you
could almost expect of um you could
expect this from a head of
sales so that's the uh LinkedIn front so
we know where he's living we saw that uh
he has a couple of past post and now
what we could do as well is we go on
their website so what's an easy way of
how to go on their
website click
here
okay good designed
website okay so they could create custom
avatars that looks
unique okay great so now coming to this
call what do we know well we're more
prepared we know exactly who their cro
is they have a CMO and now we start name
dropping we know that they raised
capital in 2022 and they might be
looking for a raise so we start asking
those pointed questions uh we know that
the prospect that we're meeting Matt is
in the is in London he used to be a um
he knows a significant amount about leg
gen full cycle
sales and that's how we could show up to
a call being very prepared so
um again we do all this work to book
meetings it takes about five minutes to
do this research but now it's going to
be able to lead to more pointed
questions from there we could plug this
data that we have assuming that we took
notes into our
CRM and that's what I would do to show
up to a call and this training here
today it's not to um it's not going to
be covering the actual initially initial
Discovery call this is mostly to show
you how we could do pre-sales and do our
research something else that I thought
would be fairly valuable to go over is
this um is follow-ups and how we could
follow up in a very normal sounding way
in a way that's
human now I'm going to go pause the
screen share I want to open up this
video and this is something that my old
head of sales when I used to work at a
company would show us day in and day out
so let me know if you see
see
V I'm trying to share a video right
now can we do
amazing so I'll go ahead and play this
video my
Killers my Killers who will not take no
for an
answer my [ __ ]
Warriors will not hang up the phone
until their client either buys or [ __ ]
dies okay and did you hear that so this
is from The Wolf of Wall Street the way
that we want to do sales we want to make
it a little bit more
um we don't want to be ripping off CS
but the theme Here is that from this
video we know that we want to bring
people to a decision and a no is better
typically than getting ghosted not
hearing back from a prospect so that we
could close the book we could close the
opportunity with this Prospect and we
want to be able to follow up in a very
uh natural way and that's what we're
going to be covering in just a moment so
people often don't get back to us
because they are busy and we want to be
able to catch them at a good time so
let's just say the first time that we
either call them follow up with them on
email they might have it might be end of
quarter if they're a sales director in
end of quarter so every three months
there's a quarter and at the end of
those three months it's very busy
because people need to hit their quot
need to hit their objectives so perhaps
it was a very busy week for them and if
we just stop at the first email that we
follow up with someone with then we lose
the opportunity to catch them at a good
time so if we follow up with them three
four five six seven times but we space
it out over
time that's typically going to go
increase our chances to catch someone at
a time when they're not so stressed or
when they don't have as much work on
their plate
next here is the intent if this is your
first time in sales or first time
following up with someone you might
think hey if they don't get back to me
once they're not
interested I'd like to use this example
of maybe your best friend is thirsty and
you don't want them to be dehydrated
what I like to think about it as hey if
we have extra water and we know that we
could hydrate them give them give them a
glass of water for example we are able
to punch their thirst and solve their
problem if it's not us maybe we know
someone that has additional water and we
want to take care of them because
perhaps it's the right thing to do and
the same thing goes when we're solving
tech problems often Tech problems they
won't solve themselves so if we don't
follow up with someone we let them
continue on with that problem so you're
almost doing your prospects of service
if you follow up with them consistently
not every single day not three times a
day but perhaps a
message uh on day one or on day two on
day five on day 10 on day 15 on day 30
on day 45 on day 60 about if they solved
that challenge or not for example like
you don't want them to be dehydrated for
too long and just using this example of
water for Tech
problems another expectation here is
that whenever we're following up with
prospects not every single person will
reply back um
people are busy not everyone wants to
move ahead with salespeople and that's
just a part of the game so that's a good
expectation to have around
follow-ups on my end what happens is and
you'll be able to copy and paste the
system uh into your company whenever you
have sales calls um if you have their
emails uh if you're getting meetings
through Kenley or Cal Doom you have
their emails and you can set this up
fairly easily uh apart from that if
you're meeting people on upwork you
could simply copy these templates and
then use them on upwork as well so this
is just a simple reconnect email I've
sent out maybe 30 40 follow-ups this
week and still waiting to hear back from
a few as some are scheduled but this is
what the first one looks like if if it's
a prospect that I haven't heard back
from in let's just say two to three
months hey John long time no talk we
connected a while ago to uh about your
Le generation uh needs have you been
how's uh v. I think that that's the
company that we were looking at before
looking forward to hearing about what's
the latest and greatest on your end
Conor Kaplan uh on mine I've been
rolling out some more content on YouTube
feel free to check it out uh so that's
like a a very casual way of how to
follow up with
someone uh again feel free to use your
tone you saying like latest and greatest
may be a little bit too casual for you
if you want to be a little bit more
profession Prof feel free to say hey
we'd love to know what you've been
working on so that's the first followup
that you just plug in play to all of
your past leads that you've met with in
the past six months in the past
year so we had a sales call and we want
to be able to provide information uh to
them quickly what can we do well we
could have uh templates and let's just
say that I sell a few um templates for
lead gen builds but you could switch
this over to your
own um your own service you can use the
same uh framework though you could say
hey what are the next steps and then you
could say we're building something for
you with our company name hey first name
hey John appreciate your time just now
we saw that you're open to generating
leads through Outreach and we're able to
help you set up the system in the next
month so we're saying look uh we're able
to help you with your desired result
within this time frame and then we're
going to be able to share a few
specifics hey
um in terms of what we discussed I'll
include a couple points below we'll
scrape 10,000 leads or here's point one
here's point two and then here's the
price here's the link to so that we
could get started you could attach your
agreement your stripe whatever it might
be and then kindly let me know if you
have any questions and again you could
just copy and past this
yourself uh you sign off with your name
your company and then your company's
address and that's typically what I do
for this is the first email and this is
the first email of 1 2 3 4 5 five uh
five emails automated um and if they
respond or if they buy they
automatically get taken outside of the
sequence what's next okay so this is
three days after the previous email and
then we could say this so um additional
info again keep it I keep it fairly
casual feel free to make it uh a little
bit more professional if you want
but understand that you're considering
uh different projects I want to let you
know that you could use me as a resource
if you have any questions about the
proposed project or process around go to
market let me know and I'd like to uh
provide provide you with bite-sized
information so again just letting them
know that they could use this as a
resource we're here to help them and
that we don't want to make this a
massive uh challenge for them to like
know who we are and review the
project so this is the third email uh
and then this is just a case study so if
you have a case study feel free to use
that if you have a loom overview of just
that shows the nuts and bolts of really
how you're able to help a prospect
whether it be a make.com or an n10
scenario and you're just saying hey
these are the type of automations that I
build out or here's the CRM templates
that I use or here's the project
management templates uh we want to let
them see
their their end result with us so this
is going to go help them visualize their
success with us so I was unsure if if I
shared this resource with you but I
thought you might be curious about how
the door Guardian generates two or three
leads daily here's a video um understand
that most niches are different and have
their nuances we've written over 700
campaigns across 20 Industries if you
have any questions about Outreach or a
specific C case that you have in mind
let me
know and then that's what we could do
here and this is specifically around Leen
Leen
around uh signal in the noise this is
one that I do because a lot of people
talk about guarantees and few people are
able to deliver on them so this is just
an industry Insight feel free to read
this I'll skip this over here for now
but this be dependent per industry and
specifically about what challenge your
buyers have whenever making these
decisions lastly or second to last we
have the Fulfillment calendar so the
this is what we could say hey John
wanted to touch Bas about moving forward
with our company our fulfillment team
likes to stay ahead of incoming projects
and I keep them updated about new brands
that are joining to get started do you
know when you'll be making the final
decision about scheduling your project
with my fulfillment team um if we're
let's just say we don't have a
fulfillment team yet we just say hey I
like to schedule all my projects uh
ahead of the month just so that I could
plan my resources accordingly uh do you
know when you would be able to make the
final decision so that we could move
forward or not at this point we would
have waited two to three weeks it often
doesn't take longer than that to make a
decision so we're just trying to drive
them to a decision even a no at this
point in my books is better than a hey
we haven't heard from
them then that's
no worries so the very last thing that
we could cover today are what are some
other different types of follow-ups we
could send overview videos we could also
send freebies and this is like a funny
one as well I use this like a a handful
of times and some it's either hit or
miss depending on how much Rapport and
how much of a relationship you have with
a prospect you could send text
or sometimes
just like send
them a
picture of your workspace
saying I'm ready to get started on your
project and then this is almost in a
humorous tone so um that's it for today
so as a recap what did we cover so we
covered pre-sales we covered some
pre-sales called flows so that prospects
show up uh and they don't know show we
give them the opport opportunity to
reschedule we also share with them uh
some case studies before the call so
that they could view us as an authority
after that we saw how we could do preall
research so that we can make the most of
all of the hard work that we do when it
comes to creating copy sending out
proposals uh next up we covered
follow-ups and how we could follow up in
a very human sounding way so that we're
not sounding like a robot and that's it um
um
if you have any questions feel free to
community Angela Bruno Corey Dan Drake
okay that's a good name Dustin Farooq
jiren Jarvis Joe Joor
Kendra Mark hey how's everyone doing
thank you thank you for the call that
was that was super cool um that last
piece I'm just scrolling up to it now of
do you know when you'll be making the
final decision about scheduling your
project with my team I love that I'm
gonna try that
out right on there we go um hope hope it
Cory cool okay so Drake and Bruno
mentioned uh that hey it's pretty um
easy to plug and play with the content
that we covered
today that's essentially it uh everyone
will be able to have access to the sheet
um we're going to be posting inside the
community any other sales questions for
the day because we also might be able to
end this a bit early if no one has any
questions um how do you
handle let's say if you make a proposal
and they agree to it on the call but
then you just get absolutely ghosted for
the next week how do you handle
that yeah for sure um so you get a
verbal to move forward uh are you able
to tell me a little bit more about the
uh the project like is it just one
person that you've been chatting with in
the sales cycle like is it uh like
you're talking to the founder directly
or are you talking to like like the both
both Co both co-owners been talking to
um and we it was our second call this
was like the main proposal call and then
we had oh we had a third call with just
me and the O like one of the main
co-owners and he was um all on board
with the deal it's like a 2 200 month uh
cold Outreach
deal and he was uh
uh
see kind of negotiating a bit it started
at 3,000 a month negotiated 2500 with a
commission split and it's seemed like
all was going to be good and sent
contract over and you know stuff to get
started with set up for payment and then
you know get a sending domain and
everything initial onboarding steps you
know I made them real clear about what
next steps are the whole time and then
all of a sudden now we're just kind of getting
ghosted Goa okay I mean thanks for
sharing uh two things that come to my
mind is for example same thing happened
to me yesterday
and like what I did is I just tried to
have like a pulse check on time because
like if we're on the call with two
co-founders let's just say it's it's a
30 minute call and we're in like the
last five minutes typically like if to
wrap up a deal live on the call it might
take 10 to 15 so sometimes what I'll
just do is have a pulse check on time
and be like jent I know that we're
coming up on time shortly in like four
or five minutes I want to respect yours
uh or is it okay if we go a little bit
over and if they say yes then I'm like
okay cool like's just go wrap this up
right now and like go uh through those
next steps um if they're able to do that
then I'll just this is a little bit
funny I'll play dumb and I'll be like
okay yeah I mean great um that you want
to move forward um yeah just so that I
could make sure that we're able to
schedule this into production just feel
free to go ahead and authorize it right
now and I'll be able to let you know on
my end once I see that's confirmed
that's like step one that I would do uh
for like the agreement and then also for
payment as well and I'm like okay yeah
just want to make sure that it comes up
on M so that I can book in my production
because like without that then I'm not
production or like into my f and so I'll
just like play dumb sometimes they're
gon be like H like what everyone wants
to do is just like do it like I'll do it
later this afternoon and typically
that's not really helping a lot of
people business owners they have like a
lot of [ __ ] to do like throughout the
day yeah yeah like let's go ahead and
move this like right now um in like a
friendly tone and I just play a little
bit stupid
um apart from that what I like to do as
well is let's just say that they do want
to move forward and they are saying that
they need to take time to think about it
I'll go ahead and book a a kickoff call
in their
calendar like placeholder kickoff call
did you do something like before Cory um
no and I will preface like the proposal
call we had the proposal call that the
following week then the one guy uh
reached out and said hey book time for
me I'd like to go over this we're he's
on Dubai time I'm on East Coast time so
it was a bit of a split um but then when
we connected you know went over the
proposal I'd sent him agreed with it we
switched up just a little bit of the
pricing at the end so I adjusted the
contract accordingly and sent it to him
but I get what you mean by doing like
that at the end of the at the end of the
call am I am I lagging a bit can you
okay
Conor yeah I think that my VPN was just
cutting out a little bit um okay I I
heard that um especially the last like
um so to confirm he showed up to the
call uh like after discovery after you
guys agreed on priceing he had some
reservations about moving forward on
that call or was he happy to move
forward again my Wi-Fi cut out slightly
um good repeat that Corey please yeah
yeah so there's three calls first
discovery and then there's a proposal
call with both co-owners and then after
that proposal the next week the one
co-owner who's kind of like the head
decision maker uh said book time on my
calendar I'd love to connect and uh go
over the proposal whenever the proposal
had a new agreed upon price so I shifted
the contract a bit and we both agreed on
the like you know the outline of the new
pricing structure and commission split
and then um sent to them as well as a
new form of payment for international
transfers and then from there it just
kind of went blank and now I've sent
them on and I I've just been getting up
real early and just you know saying hey
I'm available until this time if you
want to touch back on this but he I do
have his calendar link so I could book
with him but at this point since I've
done two follow-ups now um to check in
on it with no responses that's what's
like kind of making me feel like if I go
now and book on his calendar it'd be a
little more intrusive
now sorry for the background noise I got
fighting no you're good you're good um
okay so yeah you followed up twice uh we
didn't have like a tentative Bookout
like a tentative kickoff call and that's
kind of like the first thing that I'll
try and do but like let's just say that
we're trying to resurrect this deal this
is what I'll do like I'll play dumb a
little bit again I'll be like hey um if
heon do buy Amed for example hey Amed um
assuming that things got really busy on
your end so like you just like pump them
up go back to the call like look at the
call transcripts if you recorded it know
that you really wanted to generate more
leads for your company for these three
reasons 0.1 Point 2.3 and then you add a
little bit of urgency for it say hey uh
April's around the corner uh I'm just
hitting up other clients right now
seeing exactly which ones uh I could
commit my resources to is this something
that you'd like to book for April or not
and then you're him up you're showing
him his three pain points again so it's
like you're agitating him slightly and
then you're adding a little bit of
urgency and it's all done like in a in a
nice way saying like hey yeah this can I
help you
yeah no I see it that's like that's why
I was saying I like that last piece of
your about the um will You' been making
a final decision about scheduling one of
the things I I say UPF front too is I
only take on four cold outbound clients
at a time and he really liked that
because he felt like it's good to give
like more Focus to it it's not
necessarily a scale productized thing
it's more you know tailored so he liked
that and so I think that might be what
revives this I I don't know I'll give
you an update but I appreciate the the
further Insight thank you for your help
yeah for sure uh sounds good appreciate
Cory
okay um let's see
so Mark appreciate you jumping on Farooq
um frug mentioned saying that hey Chris
Voss um FBI negotiator says hey have you
given up on like
leads perhaps it works I haven't used
that before maybe it's worth testing out
um yeah appreciate you sharing that into
the convo faroo any other questions for
today around sales around follow-ups around
pre-sales if not we could wrap up we
could give you 20 minutes back to your
day and we'll be able to jump on to the
next training uh in a couple of weeks
from now so thank you everyone so much
for jumping on great questions uh great
engagement today and yeah see you on the
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