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

by Richard M. Schroder

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 Why  did  you lose that sale? Learning the answer though Win Loss Analysis 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 Win Loss information you can get from the most qualified source available―the buyer. You'll learn how
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
Step 1.  Discover the Benefits of SuccessfullyDebriefing 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, the Win Loss Research 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.

Genres: Business

256 pages, Paperback

First published September 15, 2010

Reviews

[Zarine Ahmed · Rating 2 out of 5]

Very good book if it's your first book on sales. The last chapters are very useful for the salespeople who have a sales team and want to improve their skills.