Follow Up and Close the Sale by Jeff Shore Summary
Overview of Follow Up and Close the Sale
In "Follow Up and Close the Sale," sales coach Jeff Shore reveals why 44% of salespeople quit after one follow-up, while success requires persisting through four "nos." Shawn Summey calls it "the best sales book in a decade" - transforming dreaded follow-ups into your competitive advantage.
Similar books to Follow Up and Close the Sale
Ressentez le livre à travers la voix de l'auteur
Transformez les connaissances en idées captivantes et riches en exemples
Capturez les idées clés en un éclair pour un apprentissage rapide
Profitez du livre de manière ludique et engageante
Points clés
The Sale Isn't Over Until You Follow Up
Picture this: you walk into a store, spend an hour with a salesperson discussing a major purchase, exchange contact information, and then... nothing. Complete silence. Sound familiar? In today's sales landscape, a staggering 44% of salespeople abandon pursuit after just one follow-up attempt. Yet the statistics tell a compelling story-50% of sales happen after the fifth contact, while 60% of customers say no four times before saying yes. This massive disconnect represents perhaps the greatest untapped opportunity in modern selling. Follow-up isn't just another sales tactic-it's the critical bridge between initial interest and final purchase. When a customer says, "I need to think about it," they genuinely mean it. But what happens next? While you're mentally counting your future commission, they're immediately bombarded by life's demands-urgent emails, family obligations, work stress-and your conversation quickly fades from memory. This cognitive disconnect creates a gap that only strategic, thoughtful follow-up can bridge. The fundamental truth is both simple and profound: "People don't buy from you because you bother them; they buy because you care more than anyone else." When you spend time building rapport with customers only to disappear afterward, you send a clear message that you never truly cared. In a world of endless options and distractions, consistent follow-up isn't just good business-it's the ethical choice for truly serving your customers.
The Psychology of Buying: Emotional Altitude Matters
Overcoming Resistance: The Invisible Force Blocking Your Success
Speed: Your Secret Superpower in Follow-Up
Making It Personal: The Art of Meaningful Connection
Selecting the Right Follow-Up Method: Strategic Communication
Join the 1 Percent Club: Excellence Through Persistence
Mode Résumé Rapide - Lisez ou écoutez le résumé de Follow Up and Close the Sale en 9 minutes
Décomposez les idées clés de Follow Up and Close the Sale en points faciles à comprendre pour découvrir comment les équipes innovantes créent, collaborent et grandissent.
Mode Fiches mémo - Top 8 Idées de Follow Up and Close the Sale en Bref
Condensez Follow Up and Close the Sale en indices de mémoire rapides mettant en évidence les principes clés de franchise, de travail d'équipe et de résilience créative.
Mode Fun - Leçons de Follow Up and Close the Sale Racontées en Histoires de 19 Min
Découvrez Follow Up and Close the Sale à travers des récits vivants qui transforment les leçons d'innovation en moments mémorables et applicables.
Mode Personnaliser - Lisez ou écoutez le résumé de Follow Up and Close the Sale en 0 minutes
Posez n'importe quelle question, choisissez la voix et co-créez des idées qui résonnent vraiment avec vous.
Cree par des anciens de Columbia University a San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
Cree par des anciens de Columbia University a San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
Obtenez le resume de Follow Up and Close the Sale en PDF ou EPUB gratuit. Imprimez-le ou lisez-le hors ligne a tout moment.