Practical Sales Training™ > How To Convert > The No Follow Up Close
What is it?
When it comes to following people up, NOT following them up (and telling them you won’t) can be the most powerful thing to do.
Why does it work?
It works because it places the buyer in control and avoids any awkward “touching base” that may have otherwise occurred.
It also works because the buyer needs to make themselves known. If there’s even the slightest hint they want to buy, they need to communicate that as they won’t really get another chance to do it.
Finally, it’s a bold and unusual move. Most sellers chase up endlessly and try to pressure buyers, this approach is the complete opposite.
How can you use it?
You just need to follow a script similar to the one below where we confirm the buyer decides, we won’t chase and they need to make themselves known.
Example
When speaking with a Clear Sales Message™ potential client, I often end the call with something like this:
“I would love to work with you, but it is, of course, your decision. You have to make the best decision for yourself. In terms of next steps, if you have questions you know where I am and if you want to go ahead you know where I am. Otherwise that’s it for now – you don’t want to be followed up or chased and I don’t want to have to chase you so I won’t be in touch from here and the ball is in your court.”
I genuinely mean every word of the above and it makes a profound difference to the buyer feeling (and being) in control.
See also
