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

BuchGebunden
240 Seiten
Englisch
McGraw-Hill Educationerschienen am06.10.2020
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.mehr

Produkt

KlappentextAward-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.
Details
ISBN/GTIN978-1-260-46266-1
ProduktartBuch
EinbandartGebunden
Erscheinungsjahr2020
Erscheinungsdatum06.10.2020
Seiten240 Seiten
SpracheEnglisch
MasseBreite 156 mm, Höhe 236 mm, Dicke 27 mm
Gewicht466 g
Artikel-Nr.55102153
Rubriken
GenreWirtschaft

Inhalt/Kritik

Inhaltsverzeichnis
FOREWORD: Salespeople Don´t Follow Up by Jeb Blount ACKNOWLEDGMENTS INTRODUCTION PART IMINDSET1 The Why of Follow-Up 2 Falling in Love with Follow-Up 3 Fighting Resistance PART IISTRATEGY4 Setting Up the Follow-Up 5 How Not to Get Eliminated 6 Speed: Your Secret Superpower 7 Making It Personal PART IIIEXECUTION8 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 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 IVKILLIN´ IT19 The 1 Percent Club 20 Beyond 1 Percent NOTES INDEXmehr

Autor

Jeff Shore is the founder and president of Shore Consulting, Inc., which specializes in psychology-based sales training programs. He has been training and coaching sales professionals for over three decades. Jeff holds the Certified Speaking Professional designation from the National Speakers Association (NSA) and is a member of the NSA's exclusive Million Dollar Speaker's Group. A prolific keynote speaker, Jeff delivers presentations to thousands of sales professionals around the world each year. As host of the popular podcast The Buyer's Mind, he has interviewed leading business thinkers, including Seth Godin, Daniel Pink, Stephen M.R. Covey, Bob Burg, Jeb Blount, and Anthony Iannarino.
Jeff is the author of 10 books on sales strategies and techniques, including Be Bold and Win the Sale.