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

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

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

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

by Richard M. Schroder

eBook

$16.49  $21.60 Save 24% Current price is $16.49, Original price is $21.6. You Save 24%.

Available on Compatible NOOK Devices and the free NOOK Apps.
WANT A NOOK?  Explore Now

Related collections and offers


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: 9780071742818
Publisher: McGraw Hill LLC
Publication date: 10/22/2010
Sold by: Barnes & Noble
Format: eBook
Pages: 256
File size: 3 MB

About the Author

Richard M. Schroder is President of Anova Consulting Group, a market research and consulting firm focused on performing win/loss analysis and sales training for companies in the financial services, HR services, software, and technology industries. A frequent speaker to executives and sales and client service professionals, he has consulted to dozens of Fortune 500 companies in the areas of new business development and client loyalty; clients include New York Life, Fidelity Investments, Charles Schwab, and ADP.

Table of Contents

Foreword by Stephan Schiffman
Preface
Acknowledgments

Step 1. Discover the Benefits of Successfully Debriefing with Prospects
Step 2. Understand the Postdecision Mind-Set of the Prospect
Step 3. Recognize how Sales People 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

Conclusion

APPENDIX A (For Sales Managers) Why You Should Implement a Win/Loss Program for Your Sales Team
APPENDIX B (For Sales Managers) How to Implement a Win/Loss Program
From the B&N Reads Blog

Customer Reviews