Description
Book SynopsisAward-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customersâand seal the deal faster.
What does a sales professional do when the customer says, âœNot yetâ?
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 driftâa common phenomenon in which a prospect simply forgets about the product offering and goes darkâis persistent and rampant. Technology doesnât 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 customerâs buying journey to teach sales professionals how to:
Table of Contents
FOREWORD: Salespeople Don’t Follow Up by Jeb Blount
ACKNOWLEDGMENTS
INTRODUCTION
PART I
MINDSET
1 The Why of Follow-Up
2 Falling in Love with Follow-Up
3 Fighting Resistance
PART II
STRATEGY
4 Setting Up the Follow-Up
5 How Not to Get Eliminated
6 Speed: Your Secret Superpower
7 Making It Personal
PART III
EXECUTION
8 Planning for Follow-Up Success
9 Selecting the Right Follow-Up Method
10 Phone Follow-Up
11 Email Follow-Up
12 Text Message Follow-Up
13 Video Follow-Up
14 Unique Follow-Up Methods
15 Follow-Up Scripts
16 The Perfect Lead Conversion Hour
17 Waking Up Old Leads
18 When to Let Go
PART IV
KILLIN’ IT
19 The 1 Percent Club
20 Beyond 1 Percent
NOTES
INDEX
