Follow up and close the sale : make easy (and effective) follow-up your winning habit
Description
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 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• “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.
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Citations
Shore, J. (2020). Follow up and close the sale: make easy (and effective) follow-up your winning habit . McGraw-Hill.
Chicago / Turabian - Author Date Citation, 17th Edition (style guide)Shore, Jeff, 1962-. 2020. Follow Up and Close the Sale: Make Easy (and Effective) Follow-up Your Winning Habit. New York: McGraw-Hill.
Chicago / Turabian - Humanities (Notes and Bibliography) Citation, 17th Edition (style guide)Shore, Jeff, 1962-. Follow Up and Close the Sale: Make Easy (and Effective) Follow-up Your Winning Habit New York: McGraw-Hill, 2020.
Harvard Citation (style guide)Shore, J. (2020). Follow up and close the sale: make easy (and effective) follow-up your winning habit. New York: McGraw-Hill.
MLA Citation, 9th Edition (style guide)Shore, Jeff. Follow Up and Close the Sale: Make Easy (and Effective) Follow-up Your Winning Habit McGraw-Hill, 2020.
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Grouping Information
| Grouped Work ID | b9d02324-1770-8c81-4c58-1f853ada533a-eng |
|---|---|
| Full title | follow up and close the sale make easy and effective follow up your winning habit |
| Author | shore jeff |
| Grouping Category | book |
| Last Update | 2025-01-24 12:33:29PM |
| Last Indexed | 2025-05-22 03:35:16AM |
Book Cover Information
| Image Source | syndetics |
|---|---|
| First Loaded | Nov 30, 2023 |
| Last Used | Feb 22, 2025 |
Marc Record
| First Detected | Mar 21, 2023 12:34:48 PM |
|---|---|
| Last File Modification Time | Dec 17, 2024 08:11:19 AM |
| Suppressed | Record had no items |
MARC Record
| LEADER | 04557cam a2200493 i 4500 | ||
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| 001 | on1152444156 | ||
| 003 | OCoLC | ||
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| 008 | 200423s2020 nyu ob 001 0 eng | ||
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| 100 | 1 | |a Shore, Jeff,|d 1962-|e author. | |
| 245 | 1 | 0 | |a Follow up and close the sale :|b make easy (and effective) follow-up your winning habit /|c Jeff Shore. |
| 264 | 1 | |a New York :|b McGraw-Hill,|c [2020] | |
| 300 | |a 1 online resource | ||
| 336 | |a text|b txt|2 rdacontent | ||
| 337 | |a computer|b n|2 rdamedia | ||
| 338 | |a online resource|b nc|2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a Cover -- Title Page -- Copyright Page -- Dedication -- 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 | |
| 505 | 8 | |a 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 -- About the Author | |
| 520 | |a "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 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 "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 quitting when others give up. Follow-up is what separates the good from the great"--|c Provided by publisher. | ||
| 588 | |a Description based on print version record and CIP data provided by publisher. | ||
| 590 | |a O'Reilly|b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling.|9 54744 | |
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| 776 | 0 | 8 | |i Print version:|a Shore, Jeff, 1962-|t Follow up and close the sale|d New York : McGraw-Hill, [2020]|z 9781260462661|w (DLC) 2020005686 |
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