What is *Follow Up and Close the Sale* by Jeff Shore about?

*Follow Up and Close the Sale* teaches sales professionals to combat "drift" (prospects going inactive) using psychology-based follow-up strategies. Jeff Shore emphasizes maintaining **Emotional Altitude**—keeping buyers emotionally engaged—through personalized video, email, and texting tactics. The book provides frameworks like **The Buying Formula™** and scripts to transform follow-ups from chores into revenue-boosting habits.

Who should read *Follow Up and Close the Sale*?

Salespeople, realtors, and business development teams struggling with stalled deals will benefit most. It’s ideal for those seeking actionable methods to revive cold leads, systematize follow-ups, and close 56% more sales (since 44% of reps quit after one attempt). Managers training virtual sales teams will also find its video/email tactics valuable.

Is *Follow Up and Close the Sale* worth reading?

Yes—it’s a top choice for overcoming follow-up inertia. The book’s **"Lead Conversion Hour"** concept (dedicating 60 minutes daily to follow-ups) and **speed-based strategies** offer measurable ROI. Summaries.com praises its "simple yet lucrative" approach, noting systematic follow-ups could capture "lost revenue" most reps ignore.

What is the **Buying Formula™** in *Follow Up and Close the Sale*?

Jeff Shore’s **Buying Formula™** prescribes sustaining a prospect’s emotional energy throughout their journey. It involves: - **Pre-researching** customer needs before outreach. - **Personalizing** follow-ups via preferred channels (video, text, etc.). - **Accelerating decisions** to prevent disengagement.

How does *Follow Up and Close the Sale* recommend using video in sales?

Shore advocates **short, personalized video messages** to replace generic emails. Tips include: - Filming 30–60-second clips explaining next steps. - Using smartphone cameras for authenticity. - Sending via text/email to bypass inbox clutter.

What are the main criticisms of *Follow Up and Close the Sale*?

Some may find its heavy focus on **real estate/construction sales** less applicable to SaaS or enterprise contexts. While the **"Lead Conversion Hour"** is praised, critics note hourly commitments could overwhelm reps with large lead volumes.

How does Jeff Shore’s approach differ from other sales books?

Unlike tactical guides, Shore prioritizes **emotional engagement over scripts**. His **"serve first"** philosophy contrasts with pushy closing tactics, emphasizing trust-building via consistent, value-driven follow-ups.

What is **Emotional Altitude** in *Follow Up and Close the Sale*?

**Emotional Altitude** refers to keeping prospects excited and confident during decision-making. Shore teaches maintaining it through: - **Speed**: Responding within 5 minutes of inquiries. - **Relevance**: Tailoring follow-ups to stated concerns. - **Gratitude**: Acknowledging delays without pressure.

Follow up and Close the Sale Summary, PDF, EPUB, Audio

Follow up and Close the Sale

Jeff Shore

3.98 (57 Reviews)

Business Communication skill Entrepreneurship

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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.

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People don't buy from you because you bother them; they buy because you care more than anyone else.

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Follow up and Close the Sale

Jeff Shore

3.98 (57 Reviews)

Business Communication skill Entrepreneurship

Обзор

Ключевые Выводы

Автор

Часто Задаваемые Вопросы

Исследуйте Свой Способ Обучения

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Почувствуйте книгу через голос автора

Глубокое погружение42мин

Превратите знания в увлекательные, богатые примерами идеи

Карточки8 идей

Захватите ключевые идеи мгновенно для быстрого обучения

Развлекательно19мин

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People don't buy from you because you bother them; they buy because you care more than anyone else.

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Ключевые выводы

The Sale Isn't Over Until You Follow Up

00:00

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

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"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

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117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

Создано выпускниками Колумбийского университета в Сан-Франциско

BeFreed объединяет глобальное сообщество из 1,000,000 любознательных умов

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"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

1.5K Ratings4.7

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Follow up and Close the Sale by Jeff Shore Summary

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Лучшая цитата из «Follow up and Close the Sale»

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Ключевые выводы

The Sale Isn't Over Until You Follow Up

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

Режим Краткое резюме - Прочитайте или прослушайте краткое содержание Follow up and Close the Sale за 9 минут

Режим Карточки - Топ-8 идей из Follow up and Close the Sale кратко

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Режим Персонализация - Прочитайте или прослушайте краткое содержание Follow up and Close the Sale за 0 минут

Скачать Follow up and Close the Sale PDF

Скачать Follow up and Close the Sale EPUB

Похожее

Ключевые выводы

The Sale Isn't Over Until You Follow Up

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