Make Easy (and Effective) Follow-Up Your Winning Habit
Follow Up and Close the Sale (2020) unpacks the psychology behind why buyers buy and the power of the follow-up to make more sales. It explores tried and true selling techniques for any sales situation, providing tools anyone can use to close the sale.
Jeff Shore is the founder and president of the sales training provider Shore Consulting Inc. He’s also the author of several books, including Be Bold and Win the Sale, and the host of the popular sales podcast The Buyer’s Mind.
The author, Jeff Shore, was at a networking event when a ghostwriter pitched an amazing business deal he’d never considered before. She wanted him to hire her company to write his next book.
From a sales perspective, she did everything right. She helped her customer identify a problem – that he’s always short on time. Then she gave him a solution, her company’s services, to get some time back.
With visions of more time in his future, Shore was intrigued! He’d never thought to hire out his writing, but the prospect of more time made him a prime candidate to close the deal – which didn’t happen. The ghostwriter took three long weeks to follow up, and by then, he’d moved on.
Winning a sale is a lot of work, but losing one is all too easy.
The key message here is: A buyer’s emotional journey is short, so don’t wait too long before following up.
By reminding Shore of the value of his time, the ghostwriter raised his dissatisfaction levels with his current situation. He hadn’t thought about it before, but afterward, he couldn’t stop thinking about how much he’d love some time back. On top of that, the ghostwriter gave him a strong sense of future promise; he could buy himself time by using her services. That sounded great! The ghostwriter succeeded in raising Shore’s emotional altitude. She left him feeling bad about his current situation, but jubilant about how it could change for the better. This heightened mix of emotions began to outweigh his fears and doubts about the cost, or other downsides, of buying her services.
So far, so good. All the ghostwriter had to do was pick up the phone the next day and capitalize on the author’s emotional altitude. But when she didn’t, something else happened instead.
Shore climbed down from his emotional peak. During the next three weeks, his busy life swept him away from their discussion. He completely forgot how the ghostwriter had made him feel. He no longer felt dissatisfaction with his current situation and lost excitement for her time-saving solution. So, when the ghostwriter eventually followed up, his doubts and fears outweighed all the feelings she’d managed to generate in him. In those three precious weeks, she’d allowed his emotional altitude to fizzle, missing her chance to make an easy sale.
Ich bin begeistert. Ich liebe Bücher aber durch zwei kleine Kinder komme ich einfach nicht zum Lesen. Und ja, viele Bücher haben viel bla bla und die Quintessenz ist eigentlich ein Bruchteil.[break]Genau dafür ist Blinkist total genial! Es wird auf das Wesentliche reduziert, die Blinks sind gut verständlich, gut zusammengefasst und auch hörbar! Das ist super. 80 Euro für ein ganzes Jahr klingt viel, aber dafür unbegrenzt Zugriff auf 3000 Bücher. Und dieses Wissen und die Zeitersparnis ist unbezahlbar.
Extrem empfehlenswert. Statt sinnlos im Facebook zu scrollen höre ich jetzt täglich zwischen 3-4 "Bücher". Bei manchen wird schnelle klar, dass der Kauf unnötig ist, da schon das wichtigste[break]zusammen gefasst wurde..bei anderen macht es Lust doch das Buch selbständig zu lesen. Wirklich toll
Einer der besten, bequemsten und sinnvollsten Apps die auf ein Handy gehören. Jeden morgen 15-20 Minuten für die eigene Weiterbildung/Entwicklung oder Wissen.
Viele tolle Bücher, auf deren Kernaussagen reduziert- präzise und ansprechend zusammengefasst. Endlich habe ich das Gefühl, Zeit für Bücher zu finden, für die ich sonst keine Zeit habe.
Hol dir mit Blinkist die besten Erkenntnisse aus mehr als 5.500 Sachbüchern und Podcasts. In 15 Minuten lesen oder anhören!
Jetzt kostenlos testen
Blink 3 von 12 - Eine kurze Geschichte der Menschheit
von Yuval Noah Harari
