Probably not in a way that helps you hold the prospect accountable.

And definitely not in a way that doesn’t feel needy if a prospect ghosts you.

John Barrows shared a trick I heard him talk about a while back. And I’ve used it ever since to follow up with prospects to gauge their interest. And to help hold them accountable if they ghost.

It works great and will definitely increase your closing rate.

It’s a simple technique where you summarize the main talking points from the discovery call.

And send it in an email after the call. Then you get them to respond and “approve” your summary of what they shared.

This way you can sell and follow up using what the prospect said was important to them.

Check out the video for more.


Catch the full replay here.


PS – We have another round of heavy hitters this week on the Think Outside the Script summer virtual tour!

Join 5,311 sales professionals who’ve signed up so far. Grab your free all-access pass to watch live talks this week with Lori RichardsonJake Jorgovan, and Liston Witherill.


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