Skip to Main Content
Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit
book

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

by Jeff Shore
July 2020
Intermediate to advanced content levelIntermediate to advanced
208 pages
4h 21m
English
McGraw-Hill
Content preview from Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit

9

Selecting the Right Follow-Up Method

Not all follow-up is created equal; different situations call for different methods. The sales professional must think strategically in choosing which tool to use for which job.

THE PATH OF LEAST RESISTANCE

You wouldn’t use a hammer when trying to unclog a toilet nor a plunger when trying to drive a nail. There are different tools for different jobs.

Need to confirm a follow-up appointment? A phone call could be obnoxious. Need to share some unpleasant news with a prospect? Stay away from text messaging.

Pick the method that best suits the situation.

We become what we behold. We shape our tools, and thereafter our tools shape us.

—MARSHALL MCLUHAN

Too many salespeople choose the communication method based ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Start your free trial

You might also like

Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Michael D. Krause

Publisher Resources

ISBN: 9781260462678