Follow Up and Close the Sale: Make Easy and Effective Follow-up Your Winning Habit; Library Edition

by Jeff Shore (Narrator)

What does a sales professional do when the customer says, Not yet? Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift--a common phenomenon in which a prospect simply forgets about the product offering and goes dark--is persistent and rampant. Technology doesn't change behavior on its own. Behavior is changed by adopting better habits. The fact is, forty-four percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity. In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer's buying journey to teach sales professionals how to: create and maintain Emotional Altitude for the customer; leverage speed as an advantage; personalize follow-up to fulfill customer needs and provide value; overcome the mental barriers that make follow-up a difficult task; select the right follow-up method; stay in touch without annoying the prospect; and wake up tired leads.

Genres: Business

Audio CD

Published January 4, 2022

About the author

[There is more than one Jeff Shore in the GR database. This is Jeff^Shore, author of sales/marketing books.]

Reviews

[Ietrio · Rating 1 out of 5]

a rehash of the same sayings used by 10 000 other hungry self-help preachers

[Shawn Summey · Rating 5 out of 5]

This is one of the best sales books that I’ve read in the last ten years. It will change the way you think about follow up. I have soled at every level and in just about every kind of sales from one call close, used and new cars, retail banking, and b2b Sales. This book has something that applies to them all. This creative approach it with an open mind try some new things and close more deals.

[Ashley Van Gilder · Rating 3 out of 5]

Good for consumer sales but not applicable to B2B.

[Josh Danneman · Rating 5 out of 5]

Educational and inspiring! The book is filled with “stop reading/listening now and go do this activity” tasks that will certainly help anyone in their journey to success.

[Deian Tzvetkov · Rating 3 out of 5]

Follow up is the key!