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-Titulo Original : Follow Up And Close The Sale Make Easy (and Effective) Follow-up Your Winning Habit
-Fabricante :
McGraw Hill
-Descripcion Original:
From the Publisher 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. 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 not quitting when others give up. Follow-up is what separates the good from the great. From the Back Cover “No. It’s a word that every salesperson hears, often several times a day. In Follow Up and Close the Sale, 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.” -Daniel H. Pink, #1 New York Times bestselling author of To Sell Is Human“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.” -Brian Tracy, bestselling author of The Psychology of Selling“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.” -Mark Sanborn, bestselling author of The Potential Principle and The Intention Imperative“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.” -Bob Burg, bestselling coauthor of The Go-Giver and author of Endless Referrals“What separates winners from losers when it comes to winning big deals is their disciplined follow-up and follow-through, being persistent, an
-Fabricante :
McGraw Hill
-Descripcion Original:
From the Publisher 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. 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 not quitting when others give up. Follow-up is what separates the good from the great. From the Back Cover “No. It’s a word that every salesperson hears, often several times a day. In Follow Up and Close the Sale, 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.” -Daniel H. Pink, #1 New York Times bestselling author of To Sell Is Human“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.” -Brian Tracy, bestselling author of The Psychology of Selling“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.” -Mark Sanborn, bestselling author of The Potential Principle and The Intention Imperative“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.” -Bob Burg, bestselling coauthor of The Go-Giver and author of Endless Referrals“What separates winners from losers when it comes to winning big deals is their disciplined follow-up and follow-through, being persistent, an
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