Follow up and close the sale make easy (and effective) follow-up your winning habit
"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 o...
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| Format: | eBook |
| Language: | English |
| Published: |
New York
McGraw-Hill
2020
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| Online Access: | |
| Collection: | O'Reilly - Collection details see MPG.ReNa |
Table of Contents:
- Includes bibliographical references and index
- 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
- 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