2

Falling in Love with Follow-Up

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

THE CUSTOMER’S BUYING JOURNEY

CUSTOMER: “I need to think about it. I’ll get back to you. I love the bike, but I need some time.”

SALESPERSON: “I understand. It’s a big decision because it’s a really nice bike. Is there anything in particular that I can clarify for you to help in that process?”

CUSTOMER: “Nope. You’ve done a good job providing me with all the details. I need to run some numbers and see how this fits into my budget; it is definitely more than I want to spend. I want to take one more look at my other options before I make a decision.”

SALESPERSON: “You realize that I cannot protect the price ...

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