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.
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