Episode #176: Follow-Up Means Sales Persistence with Kendra Lee

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

Kendra Lee, author of The Sales Magnet, joins Jeff to talk about achievement drive and the need to be persistent.  Sales professionals are often portrayed as pestering and annoying people in the movies and on TV.  Those caricatures can hold you back and keep you from being persistent.  Persistence isn’t about pestering; it’s about knowing what is best for your customer and serving them.  Learn how to be persistent and you’ll change your customer’s world.

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

[1:24] What is achievement drive?

[5:31] What changes are clients making in light of the pandemic?

[9:47] How have we changed the way we prospect?

[11:51] One and done is a bad follow-up idea

[18:53] What one tool works best for follow-up?

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More about our guest Kendra Lee:

In spite of starting her sales career in accounting, failing IBM’s entry level sales exam and being told she couldn’t sell without an engineering background, Kendra Lee entered sales and proved those nay-sayers wrong.

She turned her knowledge of numbers into a lead generation approach that propelled her to the top 1% of sales professionals in each IT company she sold for. She founded KLA Group, a sales and marketing agency, to consult, train and “Do it For You” so others could beat the odds and get more customers. She is the author of the books The Sales Magnet and Selling Against the Goal.

Links from today’s podcast:

Homebridge Financial 

Kendra Lee

Kendra’s Blog

Follow-Up and Close the Sale

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About the Author: 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.