{"product_id":"follow-up-and-close-the-sale-make-easy-and-effective-follow-up-your-winning-habit-hardcover","title":"Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit - Hardcover","description":"\u003cp\u003eby \u003cb\u003eJeff Shore\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eAward-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers--and seal the deal faster.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eWhat does a sales professional do when the customer says, \"Not yet\"? \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eCompanies 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\u003ci\u003e drift\u003c\/i\u003e--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. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIn \u003cem\u003eFollow Up and Close the Sale\u003c\/em\u003e, Jeff Shore offers research-based insights into the customer's buying journey to teach sales professionals how to: \u003c\/p\u003e\u003cp\u003e- Create and maintain Emotional Altitude for the customer \u003cbr\u003e- Leverage speed as an advantage\u003cbr\u003e- Personalize follow-up to fulfill customer needs and provide value \u003cbr\u003e- Overcome the mental barriers that make follow-up a difficult task\u003cbr\u003e- Select the right follow-up method \u003cbr\u003e- Stay in touch without annoying the prospect \u003cbr\u003e- \"Wake up\" tired leads \u003c\/p\u003e\u003cp\u003eBetter 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 not quitting when others give up. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eFollow-up is what separates the good from the great.\u003cbr\u003e\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\"No. It's a word that every salesperson hears, often several times a day. In \u003ci\u003eFollow Up and Close the Sale\u003c\/i\u003e, Jeff Shore teaches you what to do next--in particular, how to develop the mindset of serving your customers by following up. Shore's treatment of this topic, which has frustrated sales professionals for decades, is long overdue and exceedingly wise.\"\u003cbr\u003e--\u003cstrong\u003eDaniel H. Pink\u003c\/strong\u003e, #1 \u003ci\u003eNew York Times\u003c\/i\u003e bestselling author of \u003ci\u003eTo Sell Is Human\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\"This powerful, practical, fast-moving book is loaded with proven strategies and techniques that you can use to make more and bigger sales, faster and easier than ever before.\"\u003cbr\u003e--\u003cstrong\u003eBrian Tracy\u003c\/strong\u003e, bestselling author of \u003ci\u003eThe Psychology of Selling\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\"Jeff Shore is the master of follow-up, and he will teach you how to close more sales and make more money using this powerful tool. In this book, you will learn more and better ways to follow up than you dreamed possible. I recommend it.\"\u003cbr\u003e--\u003cstrong\u003eMark Sanborn\u003c\/strong\u003e, bestselling author of \u003ci\u003eThe Potential Principle\u003c\/i\u003e and \u003ci\u003eThe Intention Imperative\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\"Jeff Shore has done it again! In a simple-to-implement format, he has managed to powerfully and effectively teach the missing link to championship sales success. If you are a sales professional, read this book and begin applying its message right away.\"\u003cbr\u003e--\u003cstrong\u003eBob Burg, \u003c\/strong\u003e bestselling coauthor of \u003ci\u003eThe Go-Giver\u003c\/i\u003e and author of \u003ci\u003eEndless Referrals\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\"What separates winners from losers when it comes to winning big deals is their disciplined follow-up and follow-through, being persistent, and proving they are reliable. Read this book, improve your effectiveness, and win more deals.\"\u003cbr\u003e--\u003cstrong\u003eAnthony Iannarino\u003c\/strong\u003e, author of \u003ci\u003eEat Their Lunch\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\"Jeff has written one of the strongest books on sales I have come across in a long time. Power-packed with strategies, loaded with information, and writing that keeps you glued to the content. Read this book, share this book, and use this book to land more deals.\"\u003cbr\u003e--\u003cstrong\u003eMeridith Elliott Powell\u003c\/strong\u003e, CEO of MotionFirst\u003c\/p\u003e\u003cp\u003e\"Jeff has provided the solution to the big problem everyone faces. You don't just read this book, you make money from this book! Read it now--before your competitor does.\"\u003cbr\u003e--\u003cstrong\u003eMark Hunter\u003c\/strong\u003e (\"The Sales Hunter\"), author of \u003ci\u003eThe Mind for Sales\u003c\/i\u003e and \u003ci\u003eHigh-Profit Prospecting\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\"Jeff Shore is one of the strongest voices in sales. He speaks with power and wisdom, and the truths and tips in \u003ci\u003eFollow Up and Close the Sale\u003c\/i\u003e will increase your confidence, your effectiveness, your win rate, and your paycheck!\"\u003cbr\u003e--\u003cstrong\u003eMike Weinberg\u003c\/strong\u003e, bestselling author of \u003ci\u003eNew Sales. Simplified\u003c\/i\u003e.\u003c\/p\u003e\u003cp\u003e\"Pay attention to the brilliant methodology in this valuable book. Jeff's strategic vision and practical advice provide every sales professional with the process and tools needed to accelerate follow-up strategies, stand out, and get the attention and results you want and need. If you are a sales leader, read this book and buy a copy for everyone in your team. You'll be so glad you did.\"\u003cbr\u003e--\u003cstrong\u003eNeen James\u003c\/strong\u003e, author of \u003cem\u003eAttention Pays\u003c\/em\u003e\u003c\/p\u003e\u003cp\u003e\"In sports, the ball goes where you want it to go, because of how you follow through. The same is true for sales. Finally, a book that addresses the weakest part of most sales processes! Bravo, Jeff Shore!\"\u003cbr\u003e--\u003cstrong\u003eBill Cates\u003c\/strong\u003e, president of Referral Coach International \u003c\/p\u003e\u003cp\u003e\"Sales nurturing and follow-up are a mix of art, skills, and psychology. Anyone who receives an endless barrage of 'just checking in' emails or calls, or the infamous 'were you abducted by aliens' email, can relate to follow-up being done poorly. What's even worse is no follow-up at all. What we don't see enough is consistent follow-up, done well. Jeff Shore has a formula and proven system for helping you fix that and excel at follow-up, in a way that is customer-centric, engages buyers, and gets results. If you follow Jeff's work already, that's no surprise. If you don't yet, jump in. You'll be glad you did.\"\u003cbr\u003e--\u003cstrong\u003eMike Kunkle\u003c\/strong\u003e, VP at Sales Enablement Services\u003c\/p\u003e\u003cp\u003e\"Here's the deal. If you follow up with buyers, you will win more sales. As a bonus, you build your brand as a salesperson who is truly committed to your clients' best outcome. Jeff provides the mindsets and the techniques for selling more while making it easy and fun.\"\u003cbr\u003e--\u003cstrong\u003eDr. John Musser\u003c\/strong\u003e, founder and CEO of Enhanced Sales Potential\u003c\/p\u003e\u003cp\u003e\"The key to any sale is effective follow-up, yet most sales executives, including top performers, do not do this effectively on a consistent basis, and are leaving huge amounts of money on the table. If you want to close more sales, read this book!\"\u003cbr\u003e--\u003cstrong\u003eRon Karr\u003c\/strong\u003e, creator of the Velocity MindsetTM and author of \u003ci\u003eLead, Sell\u003c\/i\u003e, or \u003ci\u003eGet Out of the Way\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\"As someone who believes follow-up is one of the top keys to success in sales, it is so refreshing to read Jeff Shore's simple way of teaching the fundamentals. By focusing on mindset, strategy, and then execution, he takes a process many of us don't do well and breaks it down into tactical, executable steps. Bravo!\"\u003cbr\u003e--\u003cstrong\u003eLori Richardson\u003c\/strong\u003e, CEO of Score More Sales\u003c\/p\u003e\u003cp\u003e\"From time to time a book comes along that can make a difference. Jeff Shore's new work is a striking example. Jeff provides a comprehensive and engaging exploration of the fundamentally important topic of follow-up, and shares the best practices and tools required to overcome our resistance to the task.\"\u003cbr\u003e--\u003cstrong\u003eRichard Ruff, PhD\u003c\/strong\u003e, partner at Level Five Selling\u003c\/p\u003e\u003cp\u003e\"This isn't just a collection of follow-up tactics. It's a sales relationship manifesto. Make this required reading for anyone you trust to sell for you. It turns the agony of follow-up into purposeful excitement.\"\u003cbr\u003e--\u003cstrong\u003eTim David, \u003c\/strong\u003e author of \u003ci\u003eMagic Words\u003c\/i\u003e and \u003ci\u003eThe Four Levels of Influencing People\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\"This book is guaranteed to change how you think about follow-up. With his signature use of stories and sales humor, Jeff Shore uncovers the truth about why most follow-up fails, and how you can use the follow-up secrets of sales legends to unleash a new level of success.\"\u003cbr\u003e--\u003cstrong\u003eDennis O'Neil\u003c\/strong\u003e, president of ONeil Interactive Inc.\u003c\/p\u003e\u003cp\u003e\"Another winning book from Jeff Shore to add to your sales arsenal. Jeff's approach to the mindset and execution of the sales process is second to none.\"\u003cbr\u003e--\u003cstrong\u003eScott Lalli\u003c\/strong\u003e, president of Destination Homes\u003c\/p\u003e\u003cp\u003e\"This straightforward approach to customer follow-up offers techniques that are easy to use and easy to understand. Jeff has a proven track record and his insight into this topic is spot on.\"\u003cbr\u003e--\u003cstrong\u003eDoug Moran\u003c\/strong\u003e, COO of Dream Finders Homes\u003c\/p\u003e\u003cp\u003e\"Another great work by Jeff! He is always on point with current sales needs, and this book is no exception. His witty and easy-to-read style conveys real actionable advice to sales professionals in all industries. A must-read for the sales superstar!\"\u003cbr\u003e--\u003cstrong\u003eWade Thomas\u003c\/strong\u003e, founder and CEO of Aim to Win\u003c\/p\u003e\u003cp\u003e\"Jeff Shore hits upon a critical component of the sales process to which most salespeople pay little mind. In\u003ci\u003e Follow Up and Close the Sale\u003c\/i\u003e, he provides key strategies and techniques to keep the sale moving and help you win more deals at the prices you want. Your follow-up methods differentiate you and can provide value the competition does not. Take advantage of those opportunities to set yourself apart.\"\u003cbr\u003e--\u003cstrong\u003eLee B. Salz\u003c\/strong\u003e, author of \u003ci\u003eSales Differentiation\u003c\/i\u003e\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003cstrong\u003eJeff Shore\u003c\/strong\u003e 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 \u003ci\u003eThe Buyer's Mind\u003c\/i\u003e, he has interviewed leading business thinkers, including Seth Godin, Daniel Pink, Stephen M.R. Covey, Bob Burg, Jeb Blount, and Anthony Iannarino. \u003cbr\u003eJeff is the author of 10 books on sales strategies and techniques, including \u003ci\u003eBe Bold\u003c\/i\u003e \u003ci\u003eand Win the Sale\u003c\/i\u003e.\u003cbr\u003e\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 240\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1 x 9.1 x 5.8 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e July 02, 2020\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":45615136833580,"sku":"9781260462661","price":30.0,"currency_code":"USD","in_stock":false}],"url":"https:\/\/smartsupplydeals.com\/products\/follow-up-and-close-the-sale-make-easy-and-effective-follow-up-your-winning-habit-hardcover","provider":"Smart supply deals","version":"1.0","type":"link"}