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

Index

Achievement Drive, 24, 158, 191

Action, 3–4

DWYSYWD (Do What You Say You Will Do), 48

to take control of next steps, 40–41

on unique ideas, 136

(See also Call to action)

Active elimination, 48

Adams, Douglas, on email, 104

Adding value:

with email messages, 108

finding ways for, 180

with phone follow-up, 99, 148

with text messages, 115

Amazon, 56

Amazon Prime, 56

Angelo, Ivan, on texts, 114

Aniston, Jennifer, on scripts, 146

Apple, 111

Aristotle:

on excellence, 196

on habits, 161

Ash, Mary Kay, on personalization, 61

Assumptions:

in personalizing, 68

in using texts, 117

Attention, 105

Attitude:

caring as action versus, 3–4

palms up vs. palms down, 20–21

Attribution theory, 179

Authenticity, 153, 154

Avoiding elimination, 45–52

by eliminating ...