Art of Sales



The Art of Sales, the Follow-Up, and Closing with Jeff Shore

When it comes to sales, the key is always in the follow-up. In episode 510 of the Sell or Die Podcast, we have Jeff Shore as a guest. Jeff is a writer, consultant, podcast host of The Buyer’s Mind, and just released his new book called Follow Up and Close The Sale. We will be talking about the science of the follow-up and the close when it comes to sales.

Art of Sales

But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community. 

Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank. 

It’s time to sell or die…

 So read the points below to learn how you can master the follow up when you are closing a sale. And for even more details on each point, listen to ALL of episode 510 of the Sell or Die Podcast on your preferred streaming platform!

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The Art of Sales, the Follow-Up, and Closing with Jeff Shore, Point #1: It’s important to acknowledge that buyers may have different motivations, but it always comes down to an emotion-based decision.

Always start from the conversation of asking yourself, how is someone going to buy? How do people want to buy? Understand that people make emotion-based decisions. Jeff shares a principle he calls emotional altitude, where buyers buy at a time of high emotional altitude. That’s why in a sales conversation if a customer says they are not ready yet to purchase, it is the job of the sales professional to boost that emotional altitude back up, keep it high, and a follow up comes into play.

So many follow-ups are passive, salespeople using words like “just checking in”, that is why the best salespeople for follow up are the most creative. These salespeople are not following up simply to make the sale, they are genuinely adding value. These people find ways to add value, and as a buyer who sees someone constantly bringing them value before they’ve even made a sale, the buyer will be more inclined to work with that salesperson. 

In regards to emotional altitude, every follow up should be boosting that up and reconnecting the customer back to their pain point and why they began talking in the first place. Ultimately, the goal is to instill the idea of how great the customer’s life will be once they solve their issue with that product or service.

Art of Sales

The Art of Sales, the Follow-Up, and Closing with Jeff Shore, Point #2: Everyone’s afraid of intrusion marketing - but if you are adding value to your customer you are not intruding.

You shouldn’t want to be the person who is pounding away trying to close the sale just so you can get the money for a deposit on a BMW. You should want to be the person who wants to provide so much value. 

Here’s the test, if your customer ends up buying from someone else, they should at least feel bad about it. If they buy from someone else, they should want to pick up the phone and tell you why they did that. We won’t close every single sale but if you’re providing a level of service with tremendous value, the customer won’t buy from someone else. The customer will want to do business with people who add the most value. Simple.

The challenge any salesperson has is that they are too preoccupied with their quota rather than helping other people and bringing value. One of the superpowers of salespeople with amazing follow up is speed. You could follow up within seconds of the initial conversation with your customer. It’s as simple as taking out your smartphone, sending off a quick text message letting them know you enjoyed meeting and confirming a future appointment. By doing this, you are letting the customer know your phone number and that you are committed to the next steps. Speed is critical in follow up, most salespeople wait too long, and ultimately lose the emotional altitude with the customer.

The Art of Sales, the Follow-Up, and Closing with Jeff Shore, Point #3: It doesn’t matter what way you follow up if you’re not putting in the genuine effort, the follow up isn’t going to get you anywhere.

If our prospecting and follow up isn’t personal, we’re done before we even start. Those salespeople who are fearful to follow up, it’s because they have no other reason besides earning the money from the sale. It comes down to creativity, the more creative you are, the more you will lean into the follow-up. It’s normal to have a fear of rejection but if you believe in your heart you can help a client, you are doing them a disservice if you don’t follow up. 

Do things that are remarkable to the client, that’s how you follow up. Start the process early by showing your value before you start the sale. Show your customer your intentions and that you want to bring them value. This comes down to the quality of follow up, if you follow up properly, they will buy. You want to make it clear to the customer that you are the person they need to work with, and why. If you do follow up well, the close for the sale should be as natural as asking for their name at the beginning of the conversation.

The Art of Sales, the Follow-Up, and Closing with Jeff Shore: The Bottomline

When it comes to closing the sale, follow up is key. Any ordinary follow up is not going to work, you must put effort, value, and creativity into your follow up with your customers. Ultimately, if you make it a goal to genuinely help others and provide them tremendous service, they will always buy from you without hesitation.


So to hear even more of our tips on the science behind follow up and closing a sale, don’t forget to tune in to episode 510 of the Sell or Die Podcast.


Thank you so much for listening to Sell or Die! We hope that this episode has helped you to transform the way you think, given you new ideas, and provided a new perspective on the sales and business challenges you face every day so that you can win the customer to the bank.


If you enjoyed this episode please take a second to rate & review. Each review helps us help more people just like you make a difference in this world! Don’t forget to take a screenshot, share it in your Instagram stories, and tag us @jeffreygitomer and @jengitomer. See you next week!

You can connect with Jeff Shore at his website, and be sure to check out his new book

About your hosts

Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from  Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.

Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.

Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!

Thanks for Listening!