This is “Follow-Up: The Power of Providing Service That Sells”, chapter 13 from the book Powerful Selling (v. 1.0).
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You met Rachel Gordon in Chapter 6 "Why and How People Buy: The Power of Understanding the Customer" when she shared her tips for finding the decision maker. Now she talks about the importance of follow-up and provides some valuable tips about how she follows up with prospects and customers.
Ride along with Rachel and hear about the importance of handwritten thank-you notes and other elements that are important to making the sale again and again.(click to see video)