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

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Waking Up Old Leads

Here you will find a strategy that countless salespeople have found invaluable in their follow-up process. Discipline, simplicity, effectiveness—you get it all in one package.

DON’T GIVE UP

Throughout this book I have shared the opinion that good follow-up is fast follow-up, and that the longer prospects stay in the decision-making process without purchasing, the less likely it is that they will purchase at all. Emotion tends to wane with every passing day and, since we make purchase decisions based primarily on our emotional needs, the buying impulse diminishes.

That said, there are most certainly occasions where circumstances bring the buying consideration to a premature halt and prospects walk away for a period of time. ...