30 Minutes to President's Club | No-Nonsense Sales
10 (Sell): Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)
Jul 1, 2020
John Barrows, CEO of JBarrows Consulting and host of Make it Happen Mondays, shares tactical sales tips including using trap questions, engaging prospects, and selling to CFOs. He also discusses managing expectations, improving sales rep success, and co-creating ROI. The podcast provides actionable takeaways like sending a meeting efficiency survey and using the subject line 'Did I lose you?'
25:37
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Quick takeaways
- Sending a summary email after a conversation can significantly increase response rates and close ratio in sales.
- Having a daily routine that includes research on top accounts and using personalized outreach improves prospecting effectiveness.
Deep dives
Effective Meeting Control and Accountability with the Summer Email
One of the tactical tips shared by John Barrows is the use of the summer email. This email is sent after a conversation to summarize the key points discussed and hold the recipient accountable. By letting the recipient know in advance that the email is coming and asking them to review and confirm the accuracy of the summary, the response rates are significantly higher. John Barrows has seen a 90% close ratio when he receives a response to the summer email, compared to a 40% close ratio when there is no response.
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