From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best
Language: English
Published by McGraw-Hill Education - Europe, 2010
- Softcover
- Used
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.World of Books (was SecondSale)
AbeBooks seller since December 20, 2007
Condition: Used - Good
US$ 4.65
Quantity: 1 available
Add to basketItem description from seller
The first book to teach salespeople how to gather post-decision feedback from prospects, so they can diagnose and address their own individual areas for improvement during the sales process.
Seller Inventory # 00110592345
- Title
- From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best
- Author
- Richard Schroder
- Publisher
- McGraw-Hill Education - Europe
- Publication year
- 2010
- Condition
- Good
- Binding
- Paperback
- Language
- English
- ISBN 10
- 0071718117
- ISBN 13
- 9780071718110
- Series
- Book 59 of 81: MARKETING/SALES/ADV & PROMO
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 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 to:
- Approach postdecision prospects for Win Loss debriefs using best practices and proper etiquette
- Design a comprehensive Win Loss interview guide
- Obtain more candid and accurate Win Loss feedback from prospects
- Use aggregate Win Loss data to identify important patterns in your techniques
- Double down on what works and improve what doesn't to close more sales than ever
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.
"Synopsis" may belong to another edition of this title.
About 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.
"About the title" may belong to another edition of this title.
World of Books (was SecondSale)
Montgomery, IL, U.S.A.
AbeBooks seller since December 20, 2007
Shipping rates within U.S.A.
| Item | 4 to 12 business days | 3 to 6 business days |
|---|---|---|
| First item | US$ 0.00 | US$ 10.95 |
Payment methods
Store description
Founded in 2002, World of Books is a leading online destination for buying and selling both preloved and new books, committed to making sustainable reading accessible to all. With a mission to help people read more and waste less, World of Books offers a huge range of affordable, high-quality books — giving both new and preloved titles a second life. The company also operates World of Books – Sell Your Books, an easy-to-use platform that allows customers to trade in unwanted books for cash, helping to keep books in circulation while promoting sustainability. As a Certified B Corp, World of Books is driven by a vision to become the world’s largest and most sustainable dedicated online bookstore. The company measures its success through the positive environmental impact it creates, the value it provides to customers, and its ability to operate profitably while supporting its sustainable mission …
Seller's business information
SBYB, Inc.
900 Knell Rd
Montgomery, IL U.S.A. 60538
Terms of sale
We guarantee the condition of every book as it's described on the Abebooks web sites. If you're dissatisfied with your purchase (Incorrect Book/Not as Described/Damaged) or if the order hasn't arrived, you're eligible for a refund within 30 days of the estimated delivery date. If you've changed your mind about a book that you've ordered, please use the Ask bookseller a question link to contact us and we'll respond within 2 business days.
Shipping terms
Shipping costs are based on books weighing 2.2 LB, or 1 KG. If your book order is heavy or oversized, we may contact you to let you know extra shipping is required.