Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit PDF Download
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Author: Jeff Shore
Publisher: McGraw Hill Professional
ISBN: 1260462676
Category : Business & Economics
Languages : en
Pages : 260
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Book Description
Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal faster. What does a sales professional do when the customer says, “Not yet”? Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift—a common phenomenon in which a prospect simply forgets about the product offering and goes dark—is persistent and rampant. Technology doesn’t change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity. In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer’s buying journey to teach sales professionals how to: • Create and maintain Emotional Altitude for the customer • Leverage speed as an advantage • Personalize follow-up to fulfill customer needs and provide value • Overcome the mental barriers that make follow-up a difficult task • Select the right follow-up method • Stay in touch without annoying the prospect • “Wake up” tired leads Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It’s about rituals and routines, rhythms and the right attitude. It’s about not quitting when others give up. Follow-up is what separates the good from the great.
Author: Jeff Shore
Publisher: McGraw Hill Professional
ISBN: 1260462676
Category : Business & Economics
Languages : en
Pages : 260
Get Book Here
Book Description
Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal faster. What does a sales professional do when the customer says, “Not yet”? Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift—a common phenomenon in which a prospect simply forgets about the product offering and goes dark—is persistent and rampant. Technology doesn’t change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity. In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer’s buying journey to teach sales professionals how to: • Create and maintain Emotional Altitude for the customer • Leverage speed as an advantage • Personalize follow-up to fulfill customer needs and provide value • Overcome the mental barriers that make follow-up a difficult task • Select the right follow-up method • Stay in touch without annoying the prospect • “Wake up” tired leads Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It’s about rituals and routines, rhythms and the right attitude. It’s about not quitting when others give up. Follow-up is what separates the good from the great.
Author:
Publisher:
ISBN:
Category : Educational surveys
Languages : en
Pages : 272
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Book Description
Author: Leonardo Inghilleri
Publisher: AMACOM
ISBN: 0814415393
Category : Business & Economics
Languages : en
Pages : 190
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Book Description
What if you could protect your business against competitive inroads, once and for all? Customer service experts Leonardo Inghilleri and Micah Solomon's anticipatory customer service approach was first developed at The Ritz-Carlton as well as at Solomon's company Oasis, and has since proven itself in countless companies around the globe--from luxury giant BVLGARI to value-sensitive auto parts leader Carquest and everywhere in between. Their experience shows that the most powerful growth engine in a tight market--and best protection from competitive inroads--is to put everything you can into cultivating true customer loyalty. Exceptional Service, Exceptional Profit takes the techniques that minted money for these brands and reveals how you can apply them to your own business to provide the kind of exceptional service that nearly guarantees loyalty. Soon, you'll be reaping the benefits of loyal customers who are: less sensitive to price competition, more forgiving of small glitches, and, ultimately, who are "walking billboards" happily promoting your brand. Filled with detailed, behind-the-scenes examples, Exceptional Service, Exceptional Profit unlocks a new level of customer relationship that leaves your competitors in the dust, your customers coming back day after day, and your bottom line looking better than it ever has before.
Author: National Center for Education Statistics
Publisher:
ISBN:
Category : Educational surveys
Languages : en
Pages : 456
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Book Description
Author: Jesper Damsgaard Gunst
Publisher: Frontiers Media SA
ISBN: 2832518524
Category : Medical
Languages : en
Pages : 123
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Book Description
Author: Giuseppe Galloro
Publisher: Springer Science & Business Media
ISBN: 8847053706
Category : Medical
Languages : en
Pages : 151
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Book Description
Owing to the alterations in visceral anatomy, many endoscopists, and especially trainees, experience difficulties when performing endoscopic surveys or procedures in patients who have previously undergone surgery to the digestive tract. In this richly illustrated book, an expert in the field provides a detailed overview of endoscopic follow-up of gastrointestinal (esophageal, gastric, and colorectal) anastomosis. Both normal appearances and pathological conditions involving complications are fully covered. The methodology, timing, protocols, and role of diagnostic endoscopy are first discussed. Endoscopic treatments for the resolution of different clinical problems related to recurrences, stenoses, dehiscences, and fistulas are then evaluated step by step with the aid of high-quality images. Regardless of level of experience, endoscopists and gastroenterologists will find Endoscopic Follow-up of Digestive Anastomosis to be an invaluable source of information and aid to treatment in this important area, which too often receives insufficiently detailed attention.
Author: Donna R. Falvo
Publisher: Jones & Bartlett Learning
ISBN: 9780763731571
Category : Patient compliance
Languages : en
Pages : 404
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Book Description
Effective Patient Education helps health professionals and students develop the skills and knowledge to conduct effective patient education in a highly efficient way. It emphasizes a team approach to patient education, recognizing that, because of the complexity of health care, many health professionals are involved in patient care. This book is therefore written for nurses, physicians, physical therapists, dietitians, pharmacists, and other health care professionals who share responsibility to guide their patients in enhancing and maintaining health and well-being.Effective patient education is a way of communicating that fosters a partnership between the patient and health professional. It involves more than giving information and instruction. In order to conduct effective patient education, health professionals must recognize that individual patient variables influence the degree to which a patient will follow health advice. The health professional can assess the patient's preexisting beliefs and attitudes, fears and anxieties, and individual life and family circumstances in order to communicate health recommendations in accordance with individual patient needs.
Author: Narayanaswamy Balakrishnan
Publisher: John Wiley & Sons
ISBN: 0470405090
Category : Mathematics
Languages : en
Pages : 1027
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Book Description
Inspired by the Encyclopedia of Statistical Sciences, Second Edition, this volume outlines the statistical tools for successfully working with modern life and health sciences research Data collection holds an essential part in dictating the future of health sciences and public health, as the compilation of statistics allows researchers and medical practitioners to monitor trends in health status, identify health problems, and evaluate the impact of health policies and programs. Methods and Applications of Statistics in the Life and Health Sciences serves as a single, one-of-a-kind resource on the wide range of statistical methods, techniques, and applications that are applied in modern life and health sciences in research. Specially designed to present encyclopedic content in an accessible and self-contained format, this book outlines thorough coverage of the underlying theory and standard applications to research in related disciplines such as biology, epidemiology, clinical trials, and public health. Uniquely combining established literature with cutting-edge research, this book contains classical works and more than twenty-five new articles and completely revised contributions from the acclaimed Encyclopedia of Statistical Sciences, Second Edition. The result is a compilation of more than eighty articles that explores classic methodology and new topics, including: Sequential methods in biomedical research Statistical measures of human quality of life Change-point methods in genetics Sample size determination for clinical trials Mixed-effects regression models for predicting pre-clinical disease Probabilistic and statistical models for conception Statistical methods are explored and applied to population growth, disease detection and treatment, genetic and genomic research, drug development, clinical trials, screening and prevention, and the assessment of rehabilitation, recovery, and quality of life. These topics are explored in contributions written by more than 100 leading academics, researchers, and practitioners who utilize various statistical practices, such as election bias, survival analysis, missing data techniques, and cluster analysis for handling the wide array of modern issues in the life and health sciences. With its combination of traditional methodology and newly developed research, Methods and Applications of Statistics in the Life and Health Sciences has everything students, academics, and researchers in the life and health sciences need to build and apply their knowledge of statistical methods and applications.
Author: Neil J. Salkind
Publisher: SAGE
ISBN: 1412961270
Category : Philosophy
Languages : en
Pages : 1779
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Book Description
"Comprising more than 500 entries, the Encyclopedia of Research Design explains how to make decisions about research design, undertake research projects in an ethical manner, interpret and draw valid inferences from data, and evaluate experiment design strategies and results. Two additional features carry this encyclopedia far above other works in the field: bibliographic entries devoted to significant articles in the history of research design and reviews of contemporary tools, such as software and statistical procedures, used to analyze results. It covers the spectrum of research design strategies, from material presented in introductory classes to topics necessary in graduate research; it addresses cross- and multidisciplinary research needs, with many examples drawn from the social and behavioral sciences, neurosciences, and biomedical and life sciences; it provides summaries of advantages and disadvantages of often-used strategies; and it uses hundreds of sample tables, figures, and equations based on real-life cases."--Publisher's description.
Author: Kathleen Strickland
Publisher: Heinemann Educational Books
ISBN:
Category : Education
Languages : en
Pages : 180
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Book Description
In What's After Assessment?, Kathleen Strickland provides a comprehensive instructional resource that will help you select the strategies that best match your students' needs.
