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Jeff Shore’s experience with a ghostwriter at a networking event highlights the critical importance of timely follow-ups in sales. Despite an impeccable pitch that addressed Shore’s time constraints and emotionally engaged him with the promise of reclaiming his schedule, the ghostwriter’s three-week delay in following up caused his initial enthusiasm to fade. This underscores how fleeting emotional engagement can be and the necessity of acting quickly to maintain momentum. Buyers often simplify decisions by eliminating options that feel forgettable or complicated, making it essential for salespeople to stay top of mind through consistent, personalized follow-ups. Emotional connections, built through attentive gestures and meaningful communication, play a pivotal role in purchasing decisions. Whether through face-to-face meetings, phone calls, or thoughtful notes, maintaining this connection can turn resistance into opportunity, ensuring that potential buyers remain engaged even when circumstances change.
13 min
6 Bite
AperçuThis book delves into the psychology of sales, revealing how emotional engagement and timely follow-ups can make or break a deal. Through compelling real-world examples, it explores the fleeting nature of buyer interest, the power of persistence, and the subtle art of building genuine connections. Packed with actionable insights, it highlights how overcoming resistance and tailoring interactions can transform missed opportunities into lasting successes. Perfect for anyone looking to master the human side of selling.
Jeff Shore is the founder and president of the sales training provider Shore Consulting Inc. He’s also the author of several books, including Be Bold and Win the Sale, and the host of the popular sales podcast The Buyer’s Mind.
Jeff Shore’s experience with a ghostwriter at a networking event highlights the critical importance of timely follow-ups in sales. Despite an impeccable pitch that addressed Shore’s time constraints and emotionally engaged him with the promise of reclaiming his schedule, the ghostwriter’s three-week delay in following up caused his initial enthusiasm to fade. This underscores how fleeting emotional engagement can be and the necessity of acting quickly to maintain momentum. Buyers often simplify decisions by eliminating options that feel forgettable or complicated, making it essential for salespeople to stay top of mind through consistent, personalized follow-ups. Emotional connections, built through attentive gestures and meaningful communication, play a pivotal role in purchasing decisions. Whether through face-to-face meetings, phone calls, or thoughtful notes, maintaining this connection can turn resistance into opportunity, ensuring that potential buyers remain engaged even when circumstances change.
6 BitesFollow Up Fast to Seal the Deal
Conquer Resistance to Close More Sales
Mastering Follow-Ups to Seal the Deal
Mastering Sales: Stay Memorable, Simplify Choices
Mastering Follow-Ups: The Power of Personal Connection
Reignite Lost Opportunities with Genuine Care
