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

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Award-winning sales coach Jeff Shore teaches sales professionals how to harness buyer psychology for effective follow-ups, enhancing customer service and accelerating deal closures. When a customer responds with "Not yet," many salespeople struggle to find solutions despite significant investments in CRM technology. The issue of drift, where prospects forget about offerings, remains prevalent, highlighting that technology alone cannot change behavior. Instead, better habits must be adopted. Alarmingly, 44 percent of salespeople cease follow-ups after just one attempt, presenting a significant opportunity for improvement. Shore provides research-backed insights into the customer buying journey, guiding sales professionals to: maintain Emotional Altitude for customers, leverage speed as an advantage, personalize follow-ups to meet customer needs, overcome mental barriers to follow-up, choose appropriate follow-up methods, and engage with prospects without being intrusive. This results-oriented approach transforms follow-up from a dreaded task into an enjoyable process. Effective follow-up is rooted in building relationships, delivering service, and fostering positive emotions. It emphasizes the importance of persistence and the right mindset, distinguishing the good from the great in sales.