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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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Shore, Jeff, 1962- (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : McGraw-Hill, [2020]
Temas:
Selling.
Vente.
selling.
Selling
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • 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
  • 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

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