Chapter 4 – “The Master of Follow-up”
In Chapter 4, Ryan outlines his “Three F’s Rule”: The Follow-Up, The Follow-Through and The Follow-Back. Following-Up is beginning relationships, “Following-Though” is deepening relationships, and “Following-Back” is maintaining relationships.
A few related quotes:
- Your database of customers isn’t a mailing list, it’s a list of relationships.
- Deals can die, but relationships never can.
Chapter 5 – “The Seven Stages of Grief Selling”
Just like the seven stages of grief, Ryan says there are seven stages of selling – excitement, frustration, fear, disappointment, acceptance, happiness, and relief. Ryan advises letting clients know that you’re there with them each step of the way. The chapter ends with Ryan giving tips on how to deal with indecisive clients and ways to overcome obstacles along the way.
Related quote:
- Good salespeople know what to expect from clients during every phase of the deal, because they are in tune with their clients’ emotions as they pass through each phase.
Chapter 6 – “You Need to Get FKD”
As a result of experiencing financial uncertainty early in his career, Ryan shares how he learned to gain control of his career by adding structure to his day. Ryan introduces a time management system he calls Finder, Keeper, Doer. In his Finder time he procures clients, in his Keeper time he strategizes for clients, and in his Doer time he executes on his plans.
Quotes from the chapter:
- Your morning should always start the night before. Wake up knowing exactly what your day entails and what challenges you are facing.
- I know that every single thing I do today has an impact on tomorrow.
- I needed to save my sanity, and routine and structure was the solution.
Andrew T. Daniel 