The Salesman vs. The Speaker. Episode 87 with The Real Brad Lea (TRBL). Guest: Coach Burt.

“Often I’d try to sell employee training, and a prospect would say ‘No, we don’t train.’ But that same business will spend fifty-thousand advertising their product or service. That doesn’t make sense,” says Brad

Why should those businesses consider even a small investment training employees to capitalize on new customers? “Because,  if you’re not training your employees, then your customers are.”

Coach Burt uses a different angle — for him, it’s all in the follow-up. “Most people don’t go the distance to understand their prospect. How you follow-up matters,” he says. “Don’t just say ‘I’m checking in’ or ‘I’m following up.’ Instead, say ‘I believe we lose 10% every day that we don’t take action’ to drive your sale.”

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