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Ari explains why it’s important to take the pressure out of the sales call by using Feedback rather than traditional lines like Follow Up, Checking In and Touch Base.

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Transcription

Ari: Never again use the phrase “follow up” ever again.

Now, what’s the only industry in the world that uses the word follow up?

Brian: Sales.

Ari: Exactly sales!

You’re being instantly associated with that negative salesperson stereotype.

Hi, I’m giving you a call as a follow-up to move things were towards the sale.

Brian: Yep.

Ari: You’re killing it. Right there. It’s over.

Here you are a heart-center professional, you’re not salesy.

You’re just a nice person, but your languaging screams, Hi, I’m just checking it out.

There’s another one “checking in.”

There’s one more classic, remember the old school one, I’m giving you a call to “touch base.”

It’s so 1980s, you know, the minute you use that languaging it’s over.

Now, there’s still nice to you, they still talk to you, but they don’t tell you the truth because you’re just been tagged with that horrible stereotype.

No matter who you are, I don’t care if you’re a CEO, or a lawyer or an accountant, it’s over.

So I’m going to ask you all right now to replace that phrase with this instead. This because right from our program, I’m giving you a call to see if you have any feedback from our previous conversation.

Any feedback from our last meeting, any feedback from the proposal.

Feedback is going which direction?

It’s going backward away from the sale.

Follow-ups going where?

Towards the sale.

Remember when I said in the beginning, you have to take the pressure out of the process, do not create momentum. This is the complete opposite of the entire sales industry, which is all about moving things where forward.

I’m saying move things were reversed, that’s what creates authenticity, that creates trust because you’re not doing the behavior and process everybody in the world knows at, Hello.

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