July 2020
Intermediate to advanced
208 pages
4h 21m
English
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.
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. ...