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

Jeff Shore's book "Follow Up and Close the Sale" teaches sales professionals how to apply buyer psychology to personalize follow-ups, serve customers, and seal the deal faster. He offers research-based insights into the customer's buying journey to help sales professionals create and maintain emotional altitude, leverage speed as an advantage, personalize follow-up, overcome mental barriers, select the right follow-up method, stay in touch without annoying the prospect, and "wake up" tired leads. Effective follow-up is relationship-based, service-driven, and emotionally positive, and it's about quitting when others give up.

\n Format: Hardback
\n Length: 240 pages
\n Publication date: 06 October 2020
\n Publisher: McGraw-Hill Education
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Award-winning sales coach Jeff Shore provides invaluable guidance to sales professionals seeking to enhance their follow-up strategies and clinch deals more efficiently. By leveraging buyer psychology, Shore empowers salespeople to personalize their follow-ups, deliver exceptional customer service, and ultimately secure faster deals.

When faced with a customer's hesitation or reluctance to commit, sales professionals often find themselves at a crossroads. However, Shore's book, "Follow Up and Close the Sale," offers insightful research-based insights into the customer's buying journey, empowering salespeople to navigate this challenging terrain effectively.

One of the key principles emphasized in the book is the importance of maintaining Emotional Altitude for the customer. Sales professionals are taught to cultivate a positive and empathetic mindset, understanding the customer's perspective and needs. By fostering emotional connection, salespeople can build trust and credibility, making it easier to overcome objections and close deals.

Shore also highlights the significance of leveraging speed as an advantage in the follow-up process. In today's fast-paced business environment, where customers are bombarded with information and distractions, quick and timely follow-up can set sales professionals apart. By responding promptly to inquiries, offering solutions, and maintaining a sense of urgency, salespeople can capture the customer's attention and increase the likelihood of a successful outcome.

Personalization is another critical aspect of effective follow-up. Sales professionals are encouraged to tailor their follow-ups to the specific needs and preferences of each customer. By understanding the customer's pain points, challenges, and goals, salespeople can provide personalized solutions that address their concerns and offer real value. This not only enhances customer satisfaction but also increases the likelihood of a repeat purchase or referral.

Overcoming the mental barriers that make follow-up a difficult task is another key focus of the book. Shore provides practical strategies and techniques to help sales professionals overcome self-doubt, fear of rejection, and other psychological obstacles that may hinder their follow-up efforts. By developing a growth mindset, embracing resilience, and maintaining a positive attitude, salespeople can stay motivated and persistent in their follow-up endeavors.

Selecting the right follow-up method is another crucial aspect of successful follow-up. Shore offers a range of follow-up strategies, including phone calls, emails, social media, and in-person meetings, and teaches sales professionals how to choose the most appropriate method based on the customer's preferences and communication style. By adapting their approach to the customer's needs, salespeople can increase the likelihood of a response and build stronger relationships.

Staying in touch without annoying the prospect is another important aspect of effective follow-up. Sales professionals are taught to balance frequency and relevance in their communication, avoiding excessive or irrelevant messaging that can turn off the customer. By maintaining a consistent and professional approach, salespeople can stay top of mind without being intrusive or overwhelming.

"Wake up" tired leads is a powerful strategy emphasized in the book. Shore teaches sales professionals how to re-engage with prospects who have gone cold or inactive, using creative and innovative techniques to reignite their interest and move the sales process forward. By understanding the customer's buying journey and identifying the right triggers, salespeople can re-energize their leads and increase the likelihood of a successful closure.

In conclusion, "Follow Up and Close the Sale" is a comprehensive and results-oriented book that provides valuable insights and strategies for sales professionals seeking to enhance their follow-up skills and close deals more efficiently. By leveraging buyer psychology, maintaining Emotional Altitude, leveraging speed, personalizing follow-ups, overcoming mental barriers, selecting the right follow-up method, staying in touch without annoying the prospect, and "waking up" tired leads, sales professionals can build stronger relationships, increase customer satisfaction, and achieve their sales goals. This book is a must-read for anyone looking to elevate their sales performance and succeed in today's competitive business landscape.

\n Weight: 466g\n
Dimension: 161 x 236 x 30 (mm)\n
ISBN-13: 9781260462661\n \n