Where's the Money???

Send us Fan MailWelcome to the Successful Life Podcast. I'm your host, Corey Berrier, and today, folks, we're going to be talking about look, let's just dive straight into it. Now. Look, I'm sure this is not you, imagine seeing $1.3 million. In lost revenue because of follow-ups, and missed opportunities, that weren't closed. Dude, that's a staggering amount of money. That was in six months. That wasn't even all year. That was just for six months. 1.3 million. Now, here's the crazy thing about that. When I see those numbers, I think to myself, how could anybody let that much money fly by? How could anybody not wanna fix that problem? Part of it is you're busy, right? Be you're busy doing a million different things. And it's not that this thing is not important, cuz it is important, but things take precedence over this, right? You don't. , you can't spend time on everything, and it feels like this should be the most important thing, but that's from my perspective, right? My perspective is different because you're running the business. I'm not; I'm looking at it from a coach's standpoint, but here's the thing, and I understand part of the reason why a lot of people, especially people in the trades have a hard time following up because y'all are just like me. I hate following up. I used to hate following up. I used to hate prospecting. And I'll be honest with you, the reason people hate prospecting is because we take everything, we take the call personally, internally, we feel like the customer. Must not like us cuz they didn't buy from us. Sales in prospecting and follow-up, these things are not personal matters, it's a business matters. Furthermore, prospecting. is not selling. So when you think about prospecting, you think about I've gotta get this person on the line. I gotta tell 'em all about my product, my service, and I gotta get a credit card on the first call. Or it's just not [00:02:30] worth it. But let's step back for a second and think about this. Prospecting is not about. The sale prospecting is about filtering out the people who can use your product or service, who can afford your product or service, and who you wanna work with. And the only way to find that out is by prospecting and finding out what people's needs are. Finding out if you wanna work with that person, right you, but you've gotta talk to people in order. For this to work. You don't have to like prospecting, but you do have to do it. That is a Sandler rule. That's not my rule, but I love that because I dude I'll tell you, most people hate prospecting also cuz they feel like a salesperson. Well that's cuz you're trying to sell something on the prospecting call. The prospecting call is just, you're gathering information. You're figuring out from. The customer what it is they need, right? So here's an example. When you get an inbound call into your call center, that's prospecting right to a degree in this scenario, that's what it would be. Your CSR or ccr, whatever you call 'em, you're inside sales rep soon. It's their job to ask questions to figure out how to solve the problem. that the customer has. If they don't ask good questions, they're not gonna get the right answers, and you're not gonna be able to solve the customer's problem. So it's really just being genuinely curious about what's going on with the person. You'll get the information that you need. And you look at what prospecting, it's a game of elimination also, right? You're eliminating the people that you don't wanna work with. You're eliminating the people that can't afford your product or service. It doesn't mean they're bad people, it just means that you're, they're, they just, they can't afford what you sell, and that's okay. You gotta get, you gotta weed through those people. You don't want to get bogged down with a bunch of prospects that can't afford what you sell because then you wind. You spin in your wheels and feel https:newpathemployment.com  https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflowhttps://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1 https://www.linkedin.com/in/coreysalescoach/