Why Salespeople Don’t Follow Up

Why are we so resistant to follow up?

What is it about this extremely important habit that’s so off-putting? What makes us reticent to do that which is in our best interest AND in the best interest of our customer?

And what do we do to fix it?!

I need to talk to you about resistance.

I talk a lot about this really interesting thing called resistance in my book, Follow Up and Close the Sale.

It’s a term that I first learned when I read Steven Pressfield’s excellent book, The War of Art. And he talks about that term resistance, this invisible force that prevents us from doing the things that we really ought to do.

It comes in the form of a comfort addiction, and it gives us 1,000 reasons why we shouldn’t do what we really need to do.

This is true in life in general, but it’s particularly true with follow up.

So why don’t salespeople follow up with their prospects?

First of all, they have a wrong idea of what follow up is.

They think that follow up is what is sometimes called intrusion marketing. They don’t want to be seen as a telemarketer. They don’t want somebody who is a nag, who’s just bugging them until they buy.

What they’re missing is it’s about the depth of the relationship.

If you did your job right from the beginning, you built a trust relationship with your prospect. You built the type of relationship where the customer wanted to talk to you more.

What we’re trying to do in follow up is leverage on all the great work you’ve done thus far.

Now, the second reason people don’t follow up is they don’t think it works, but it does.

Why? Because no one else does it.

You can stand out massively because no one else is following up.

But why does follow up work? Why is it effective?

Well, that has to do with something that I call emotional altitude.

The emotional altitude measures the amount of positive experience that your customer is having. That emotional heightened sense in a conversation when they’re with you, when they’re looking at your product, whatever it happens to be.

And when I’m looking, when I’m shopping and I’m really enjoying the process and I really like the person that I’m dealing with, I have a high level of emotional altitude.

What follow up does is it sustains that emotional altitude. After that initial conversation, the emotional altitude starts to wane.

But with follow up, what happens? We support it. It comes back up. It’s a beautiful way to keep your customer emotionally engaged.

Why is that important? Because psychologists tell us that 85% of a purchase decision is emotionally based. If you lose your emotional altitude, you lose your sale.

But the third reason salespeople don’t follow up is that they don’t know how to do it well.

You will never get good at anything if you don’t practice, but I don’t want you to just be good at it.

I want you to enjoy it. That’s right, enjoy it. There are salespeople everywhere who totally dig doing their follow up.

Why? Because it’s relationship time. They love people. They love to connect with people. So let me challenge you.

Where is your mind at on this?

Is your comfort addiction getting in the way, or do you really want to truly serve your customers?

You can stand out and you can stand out in a big way if you’re willing to do things that others are not willing to do.

Until next time, learn more, to earn more.


Are you floating in the GOOD ENOUGH Zone™ or stuck in the SHUTDOWN Zone™?

from Jeff’s new book, Follow Up and Close the Sale

The Follow-up Resistance Scorecard™ will help you to assess those areas where Resistance presents a stumbling block to your sales success.

Sign up below.


About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.