FOREWORD: Salespeople Don’t Follow Up by Jeb Blount – Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit


Salespeople Don’t Follow Up

At a trade show earlier this year I met a sales representative who was working her company’s booth. We had a great conversation, and once I learned more about her service, I was ready to buy. In fact, I said those words. So, I gave her my email and direct mobile number and asked her to call me on Monday. She didn’t. In fact, she never followed up.

This past spring, we were helping an elderly (and quite wealthy) relative with finding an upscale, full-service retirement facility. We visited seven facilities, did tours, and listened to their sales presentations. All of the salespeople seemed eager to work with us. They all had empty beds to fill. Only one ever followed up, and even then, his single email was tepid, passive, and lame.

Three weeks ago, I was shopping for insurance for my growing company. I did discovery calls with several agents. All of them promised to follow up with quotes. Only one did.

The sad truth is that salespeople don’t follow up, and honestly, I don’t know why. The money is on the table just waiting for someone to pick it up! Ineffective and nonexistent sales follow-up is a gaping hole in the sales profession. The brutal truth is that 44 percent of salespeople give up after only one follow-up attempt.

The irony is that, oftentimes, the sales professionals who claim to be desperate for better results are the same ones who neglect this important discipline. In a world that offers a never-ending smorgasbord of shortcuts and get-rich-quick schemes, we tend to ignore what is perhaps the most important success trait of all: perseverance.

Ultra-high-performing salespeople will tell you that the one trait that sets them apart from everyone else is the discipline to persevere. I work with top-tier sales professionals each day from every corner of the globe who tell stories of calling and calling and calling until finally breaking through and scoring their dream account. One of the largest deals I ever sold was closed after leaving 52 voice mails. Because that’s what it took!

But if you consider the examples I opened with, we’re not even talking about perseverance. We’re talking about common sense. We’re talking about leaving easy money on the table. Those reps were too afraid or too undisciplined to just pick up the phone and follow up. The truth is it takes discipline, commitment, getting past your fear of objections, a willingness to work through resistance, and a desire to win in order to master sales follow-up.

Jeff Shore has a message for you: If you wish to stand out from your competition, be a hero in your organization, and find unparalleled success, follow-up is the path that will get you there. In Follow Up and Close the Sale Jeff teaches you exactly what you need to do to put more money in your pocket now! If you’re ready to take your sales career to the next level, turn the page and get to work.

Founder and CEO of Sales Gravy and author of 12 books, including Fanatical Prospecting, Sales EQ, People Buy You, Objections, and INKED