If You're Curious About These Questions...
You should listen to this audiobook
- Did you know that the real reason a customer buys has less to do with your product and more to do with specific psychological triggers they aren't telling you?
- Have you ever wondered why most sales are lost not during the initial pitch, but in the critical 'dead zone' of the follow-up?
- What if you could master a follow-up technique that makes your prospects feel supported instead of pressured, while consistently closing more deals?
Listen to Follow Up and Close the Sale — Free Audiobook
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Key Takeaways from Follow Up and Close the Sale
- Understand why a buyer's emotional journey is short and learn how following up within 24 hours capitalizes on their excitement before it fizzles out.
- Discover why buyers typically say no four times before saying yes, and how persisting past this point unlocks easy sales that 92 percent of salespeople miss.
- Overcome the psychological resistance of 'comfort addiction' by committing to difficult follow-up calls first thing in the morning before your brain can make excuses.
- Learn how to use diligent note-taking during initial meetings to craft highly personalized follow-ups that prove you genuinely care about your prospect's unique needs.
- Recognize that buying is an emotional decision justified by logic, and discover how summarizing a customer’s specific goals and doubts helps build the relationship needed to close the deal.
Learning Tools
Reinforce what you learned from Follow Up and Close the Sale
Mind Map
Follow Up and Close the Sale
Psychology of Buying+
Overcoming Resistance+
Effective Strategies+
Communication Mediums+
Reviving Old Leads+
Quiz — Test Your Understanding
Question 1 of 7
Why did the ghostwriter lose the author's business despite delivering a perfect initial pitch?
Question 2 of 7
According to the text, what is the primary reason why 92 percent of salespeople give up after talking to a prospect four times?
Question 3 of 7
What is the main benefit of taking detailed notes about a prospect's personal life during an initial meeting?
Question 4 of 7
How do buyers typically handle the 'cognitive strain' of being faced with too many options?
Question 5 of 7
Why does the author argue against using email as the primary method for following up?
Question 6 of 7
How does the author suggest salespeople should reconnect with 'old leads' who previously backed out of a sale?
Question 7 of 7
According to the final summary, what psychological effect does a fast response time have on a prospect?
Follow Up and Close the Sale — Full Chapter Overview
- 1Recommendation
- 2A buyer’s emotional journey is brief, so don’t wait too long to follow up.
- 3Avoid lost opportunities by beating your psychological resistance to following up.
- 4Use notes from your first meeting to show prospects you care.
- 5Buyers will simplify choices by removing forgettable options and those that feel difficult too.
- 6Face-to-face communication works best, and the telephone is a close second.
- 7Situations change; if someone almost bought from you before, they might still purchase from you now.
Follow Up and Close the Sale Summary & Overview
Follow Up and Close the Sale (2020) unpacks the psychology behind why buyers buy and the power of the follow-up to make more sales. It explores tried and true selling techniques for any sales situation, providing tools anyone can use to close the sale.
Who Should Listen to Follow Up and Close the Sale?
- Sales professionals looking for fresh insights
- Business owners seeking to boost sales
- Anyone interested in the art of persuasion
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