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

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From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best (eBook) Pub. Date: 10/15/2010 Publisher: McGraw-Hill Companies, The
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From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best Pub. Date: 9/16/2010 Publisher: McGraw-Hill Companies, The

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Overview

Create a Tailor-Made Sales Strategy Using Lessons from the Field!

When things don’t go well on a sales call, you probably ask yourself, “Why did I lose that sale?” . . . and then move on.

But the question remains: Why did you lose that sale? Learning the answer can mean the difference between landing and losing the next sale. From a Good Sales Call to a Great Sales Call teaches you how to assess your strengths and weaknesses based on information you can get from the most qualified source available—the buyer. You’ll learn how to:

Approach postdecision prospects using best practices and proper etiquette
Design a comprehensive “debrief” questionnaire
Obtain more candid and accurate feedback from prospects
Identify important patterns in your techniques
Use what works and improve what doesn’t to close more sales than ever

Filled with sample dialogs you can use with prospects, From a Good Sales Call to a Great Sales Call is neatly organized into eight easy-to-follow steps that take you through the whole process:

Step 1. Discover the Benefits of Successfully Debriefing with Prospects

Step 2. Understand the Postdecision Mind-Set of the Prospect

Step 3. Recognize How Salespeople Can Inhibit the Feedback Process

Step 4. Design a Prospect Debrief Questionnaire

Step 5. Utilize Proven Interviewing Techniques for Conducting Debrief Calls

Step 6. Identify and Analyze Your Win/Loss Trends

Step 7. Benchmark Your Feedback

Step 8. Implement the Right Techniques to Increase Your Close Rate

Refreshingly direct and right to the point, this system is based on 12 years of research and thousands of sales prospect interviews. This comprehensive, powerful program leads to better sales techniques and increased close rates. In short, it works.

Product Details

ISBN-13: 9780071718110
Publisher: McGraw-Hill Companies, The
Publication date: 9/16/2010
Edition number: 1
Pages: 256
Sales rank: 694,833
Product dimensions: 5.90 (w) x 8.90 (h) x 0.80 (d)

Meet the Author

Richard M. Schroder is President of Anova Consulting Group, a market research and consulting firm. He is a sought-after speaker and a recognized thought leader in win/loss analysis and sales training. He lives in Chestnut Hill, MA.

Foreword Stephan Schiffman Schiffman, Stephan

Acknowledgments

Introduction

PART 1 RECOGNIZING THE HIDDEN OPPORTUNITY TO INCREASE YOUR CLOSE RATE 1

Step 1 Discover the Benefits of Successfully Debriefing with Prospects 3

Step 2 Understand the Postdecision Mind-Set of the Prospect 21

Step 3 Recognize How Salespeople Can Inhibit the Feedback Process 37

PART 2 SELF-DIAGNOSING YOUR SALES EFFECTIVENESS THROUGH POSTDECISION DEBRIEFS WITH PROSPECTS 57

Step 4 Design a Prospect Debrief Questionnaire 59

Step 5 Utilize Proven Interviewing Techniques for Conducting Debrief Calls 79

Step 6 Identify and Analyze Your Win/Loss Trends 101

PART 3 LEVERAGING WHAT YOU'VE LEARNED 119

Step 7 Benchmark Your Feedback 121

Step 8 Implement the Right Techniques to Increase Your Close Rate 147

Conclusion 173

Appendix A (For Sales Managers) Why You Should Implement a Win/Loss Program for Your Sales Team 175

Appendix B (For Sales Managers) How to Implement a Win/Loss Program 195

Index 215

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