From a Good Sales Call to a Great Sales Call Close More by Doing What You Do Best

ISBN-10: 0071718117
ISBN-13: 9780071718110
Edition: 2011
List price: $34.95 Buy it from $3.89
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Book details

List price: $34.95
Copyright year: 2011
Publisher: McGraw-Hill Education
Publication date: 9/16/2010
Binding: Paperback
Pages: 256
Size: 6.00" wide x 9.00" long x 0.50" tall
Weight: 0.682
Language: English

Forword
Acknowledgments
Introduction
Recognizing the Hidden Opportunity to Increase your Close Rate
Discover the Benefits of Successfully Debriefing with Prospects
Understand the Postdecision Mind-Set of the Prospect
Recognize How Salespeople Can Inhibit the Feedback Process
Self-Diagnosing your Sales Effectiveness Through Postdecision Debriefs with Prospects
Design a Prospect Debrief Questionnaire
Utilize Proven Interviewing Techniques for Conducting Debrief Calls
Identify and Analyze Your Win/Loss Trends
Leveraging what you've Learned
Benchmark Your Feedback
Implement the Right Techniques to Increase Your Close Rate
Conclusion
(For Sales Managers) Why You Should Implement a Win/Loss Program for Your Sales Team
(For Sales Managers) How to Implement a Win/Loss Program
Index

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