Follow Up and Close the Sale With Jeff Shore

August 26, 2020

Extend the emotional altitude with better follow-up

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Follow-Up Tips you’ll learn today on The Sales Podcast…

  • We can’t delete fast enough

  • Emails are horrible

  • Differentiate yourself

  • Have the desire to be just a little bit better

  • Your CRM spitting out form emails won’t save you

  • Authenticity goes a long way

Jeff Shore on The Sales Podcast

You have to extend the emotional altitude with better follow up.”

  • You don’t have to hire a marching band

  • Emotions are key

  • Extend the “emotional altitude”

  • “I’m just following up…(to see if I’m going to get paid on this deal!)”

  • Preparing better follow-up will help you on the front end

  • Chapter 6: “Speed: Your Secret Superpower”

    • Time kills deals

    • The emotional altitude is lost over time

  • You, as the salesperson, must own the next step

  • Don’t leave it up to the CRM to do all the generic follow-up

  • Ask how you can add value and serve your customer

  • Give value ahead of time

  • Identify the “most-sold” buyer

  • How do you add value to each of the stakeholders?

  • 50% of our brains are wired for sight, i.e., video

  • Zoom went from 10 million accounts in February 2020 to 300 million in June 2020

  • Video email is powerful. He uses BombBomb, too.

  • Personalize your content

  • Your customers can smell generic content

  • It’s not just about the numbers now

  • Have some fun

  • Do what doesn’t scale

  • Follow-up should be fun

  • Take some chances

  • Add value upfront. Tell the prospect you’ll do some homework to prepare for the meeting.

  • Have a key swipe file to add value with efficiency

  • Make the decision to stand out and stand apart

Links Mentioned In The Sales Podcast