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

Name: From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best
Price: 3.6 USD
Availability: InStock
ISBN: 9780071718110

ISBN-10: 0071718117

ISBN-13: 9780071718110

Edition: 2011

Authors: Richard M. Schroder

List price: $34.95

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Book details

List price: $34.95
Copyright year: 2011
Publisher: McGraw-Hill Education (Australia) Pty Limited
Publication date: 9/16/2010
Binding: Paperback
Pages: 256
Size: 6.10" wide x 8.90" long x 0.50" tall
Weight: 0.726
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