Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit

by Jeff Shore

Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal faster.

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 44 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

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

“Wake up” tired leads

Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It’s about rituals and routines, rhythms and the right attitude. It’s about not quitting when others give up.



Follow-up is what separates the good from the great.

Genres: Business

1 pages, 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!