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

From a Good Sales Call to a Great Sales Call

Close More by Doing What You Do Best

Paperback Published: 7th October 2010
ISBN: 9780071718110
Number Of Pages: 256

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How do you know what went wrong (and what went right) on your last sales call? ASK YOUR PROSPECT

"From a Good Sales Call to a Great Sales Call" teaches you how to identify and address your selling strengths and weaknesses by gathering accurate, meaningful feedback from your prospects. This comprehensive, powerful program leads to better sales techniques and increased close rates.

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

Step 1. Learn the Reasons for Post Decision Communication Gaps with Prospects: Why Sales People Don't Know Why They Win and Lose
Step 2. Discover the Final Element of the Sales Process: Successfully Debriefing with Prospects
Step 3. Identify the Full Range of Potential Win / Loss Criteria: Designing a Prospect Debrief Questionnaire
Step 4. Execute a Successful Post Decision Debrief Proven Interviewing Techniques for Conducting Debrief Calls
Step 5. Gather 360 Degree Feedback: Understanding the "Big Picture" from Other Sales Team Members, Intermediaries, Sales Managers and Yourself
Step 6. Identify and Analyze Trends: Tracking and Reflecting on Your Wins and Losses
Step 7. Benchmark the Data: Overlaying Your Sales Trends with the Five Most Common Reasons for Winning and Losing Deals
Step 8. Take Action: Implementing the Right Techniques to Increase Your Close Rate

Refreshingly direct and right to the point, this system is based on 10 years of research and more than 10,000 sales prospect interviews--and it's been proven to get an 88% response rate from prospects. In short, it works.

Forwordp. ix
Acknowledgmentsp. xv
Introductionp. xix
Recognizing the Hidden Opportunity to Increase your Close Ratep. 1
Discover the Benefits of Successfully Debriefing with Prospectsp. 3
Understand the Postdecision Mind-Set of the Prospectp. 21
Recognize How Salespeople Can Inhibit the Feedback Processp. 37
Self-Diagnosing your Sales Effectiveness Through Postdecision Debriefs with Prospectsp. 57
Design a Prospect Debrief Questionnairep. 59
Utilize Proven Interviewing Techniques for Conducting Debrief Callsp. 79
Identify and Analyze Your Win/Loss Trendsp. 101
Leveraging what you've Learnedp. 119
Benchmark Your Feedbackp. 121
Implement the Right Techniques to Increase Your Close Ratep. 147
Conclusionp. 173
(For Sales Managers) Why You Should Implement a Win/Loss Program for Your Sales Teamp. 175
(For Sales Managers) How to Implement a Win/Loss Programp. 195
Indexp. 215
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780071718110
ISBN-10: 0071718117
Series: Marketing/Sales/Adv & Promo
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 256
Published: 7th October 2010
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.0 x 15.4  x 1.7
Weight (kg): 0.33
Edition Number: 1

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