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

Be the first to write a review
Pick Up In Store

Pick Up in Store

Reserve and pick up in 60 minutes at your local store

Paperback
$12.94
BN.com price
$19.00 List Price (Save 32%)
Marketplace (New and Used)
from
$7.47
$19.00 List Price (Save 61%)
Usually ships within 1-2 business days
All (14)  
Used (2)  
New (12)  
Close
Sort by
Page 1 of 2
Showing 1 – 10 of 14 (2 pages)
$7.47
(Save 61%)
Buybreak
Seller since 2010

Feedback rating:

(278)

Condition:

New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

New
Brand New Book! Unread and in Perfect Condition! Ships out the same day from our warehouse.

Ships from: Deer Park, NY

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$11.69
(Save 38%)
PaperbackshopUS
Seller since 2009

Feedback rating:

(4135)

Condition: New
This item will be shipped from our warehouse in Chicago.

Ships from: Aurora, IL

Usually ships in 1-2 business days

  • •Standard, 48 States
  • •Standard (AK, HI)
$11.69
(Save 38%)
ExpeditedBooksUS
Seller since 2010

Feedback rating:

(727)

Condition: New
This brand new book will be shipped from our warehouse in Chicago.

Ships from: Aurora, IL

Usually ships in 1-2 business days

  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$11.88
(Save 37%)
TrackedBooksUS
Seller since 2012

Feedback rating:

(31)

Condition: New
Tracking is provided on ALL orders. This brand new book will be shipped from our warehouse in Chicago.

Ships from: Elk Grove Village, IL

Usually ships in 1-2 business days

  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$12.70
(Save 33%)
SuperBookDeals-
Seller since 2008

Feedback rating:

(12810)

Condition: New
Brand New, Perfect Condition, Please allow 4-14 business days for delivery. 100% Money Back Guarantee, Over 1,000,000 customers served.

Ships from: South Bend, IN

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
$12.88
(Save 32%)
BargainBookStores
Seller since 2010

Feedback rating:

(7640)

Condition: New
BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!

Ships from: Grand Rapids, MI

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$12.93
(Save 32%)
SuperBookDeals-
Seller since 2008

Feedback rating:

(12810)

Condition: Like New
Brand New, Perfect Condition, Please allow 4-14 business days for delivery. 100% Money Back Guarantee, Over 1,000,000 customers served.

Ships from: South Bend, IN

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
$13.73
(Save 28%)
PaperbackshopUS
Seller since 2009

Feedback rating:

(4135)

Condition: New
This item will be shipped from our warehouse in Chicago.

Ships from: Aurora, IL

Usually ships in 1-2 business days

  • •Standard, 48 States
  • •Standard (AK, HI)
$14.70
(Save 23%)
Prepbooks.com
Seller since 2012

Feedback rating:

(0)

Condition: New
In Stock. Brand New. Orders placed by 12 PM EST Monday through Friday will ship on the same business day.

Ships from: Atlanta, GA

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
$14.99
(Save 21%)
SHIRLEY SMITH ON
Seller since 2008

Feedback rating:

(18)

Condition: New
New York 2011 Soft Cover New

Ships from: BARRIE, Canada

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
Page 1 of 2
Showing 1 – 10 of 14 (2 pages)
Close
Sort by
NOOK Book (eBook)
$10.45
BN.com price
$19.00 List Price (Save 45%)

Available on NOOK devices and apps

  • Nook Devices
  • NOOK
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for iPad
  • NOOK for iPhone
  • NOOK for Android
  • NOOK for Android (Tablet)
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK Study
  • NOOK for PC
  • NOOK for Mac

Need a NOOK? Explore Now

More About This Book

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: 602,201
  • 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.

Table of Contents

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

Customer Reviews
If you've bought this product, tell the world how you liked it.
Write a Review
If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)
500 character limit