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Episode #120: Sales Follow-Up with Ryan Taft

In This Episode of The Buyer’s Mind with Jeff Shore:

Ryan Taft tackles the obstacles with Jeff that face all sales professionals in the area of follow-up.  From comfort addictions to selfishness, it’s easy to find excuses to avoid follow-up but the reality is that when follow-up is done correctly – that is to say, done in your customer’s best interest – it becomes one of the most powerful tools in a salesperson’s arsenal.

Topics we’re going to cover on today’s podcast:

[1:29] Spending time on the road

[4:27] The mental challenges with sales follow-up

[9:08] The best method of follow-up

[15:04] Not following up is selfish

[18:37] The importance of speed and personalization

[27:56] Getting your mental focus right to follow-up

More about our guest Ryan Taft:

As the former National Sales Training Manager for a Top 5 homebuilder and a licensed Realtor® in Arizona, Ryan Taft is consumed with a passion for helping others achieve breakthrough results in sales, business and life.

With a career spanning two decades training and coaching sales teams from call centers to new home sales to Realtors®, Ryan combines his knowledge of human performance, psychology and sales skills development to deliver extraordinarily engaging, energizing and insightful training experiences that drive peak performance at all levels.

Ryan is a member of the National Speaker’s Association and a frequent contributor to leading industry publications.

Links from today’s podcast:

Ryan Taft

Buying the Experience: Real Life Lessons About The Way Real People Buy Homes

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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.