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Follow Up and Close the Sale: Make Easy (and Effective) FollowUp Your Winning Habit,New
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Awardwinning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize followups, serve customersand 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 drifta common phenomenon in which a prospect simply forgets about the product offering and goes darkis persistent and rampant. Technology doesnt change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one followup attempt. That sad reality presents a genuine opportunity.In Follow Up and Close the Sale, Jeff Shore offers researchbased insights into the customers buying journey to teach sales professionals how to: Create and maintain Emotional Altitude for the customer Leverage speed as an advantage Personalize followup to fulfill customer needs and provide value Overcome the mental barriers that make followup a difficult task Select the right followup method Stay in touch without annoying the prospect Wake up tired leadsBetter yet, this resultsoriented book will make the followup process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective followup is relationshipbased, servicedriven, and emotionally positive. Its about rituals and routines, rhythms and the right attitude. Its about not quitting when others give up.Followup is what separates the good from the great.
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