Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit
- 4h 58m 1s
- Jeff Shore, McGraw Hill-Ascent Audio
- Recorded Books, Inc.
- 2021
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; and "wake up" tired leads.
In this Audiobook
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Introduction
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Chapter 1 - The Why of Follow-Up
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Chapter 2 - Falling in Love with Follow-Up
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Chapter 3 - Fighting Resistance
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Chapter 4 - Setting Up the Follow-Up
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Chapter 5 - How Not to Get Eliminated
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Chapter 6 - Speed: Your Secret Superpower
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Chapter 7 - Making It Personal
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Chapter 8 - Planning for Follow-Up Success
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Chapter 9 - Selecting the Right Follow-Up Method
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Chapter 10 - Phone Follow-Up
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Chapter 11 - Email Follow-Up
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Chapter 12 - Text Message Follow-Up
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Chapter 13 - Video Follow-Up
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Chapter 14 - Unique Follow-Up Methods
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Chapter 15 - Follow-Up Script
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Chapter 16 - The Perfect Lead Conversion Hour
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Chapter 17 - Waking Up Old Leads
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Chapter 18 - When to Let Go
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Chapter 19 - The 1 Percent Club
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Chapter 20 - Beyond 1 Percent
