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9781260462661

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

by
  • ISBN13:

    9781260462661

  • ISBN10:

    1260462668

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2020-07-02
  • Publisher: McGraw-Hill Education

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Table of Contents

FOREWORD: Salespeople Don’t Follow Up by Jeb Blount 

ACKNOWLEDGMENTS 

INTRODUCTION 

PART I
MINDSET
1 The Why of Follow-Up 
2 Falling in Love with Follow-Up 
3 Fighting Resistance 

PART II
STRATEGY
4 Setting Up the Follow-Up 
5 How Not to Get Eliminated 
6 Speed: Your Secret Superpower 
7 Making It Personal 

PART III
EXECUTION
8 Planning for Follow-Up Success 
9 Selecting the Right Follow-Up Method 
10 Phone Follow-Up 
11 Email Follow-Up 
12 Text Message Follow-Up 
13 Video Follow-Up 
14 Unique Follow-Up Methods 
15 Follow-Up Scripts 
16 The Perfect Lead Conversion Hour 
17 Waking Up Old Leads 
18 When to Let Go 

PART IV
KILLIN’ IT
19 The 1 Percent Club 
20 Beyond 1 Percent 

NOTES 

INDEX

Supplemental Materials

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The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

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