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

3.5 avg rating
( 4 ratings by GoodReads )
 
9780071718110: From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best

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.

"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 this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Schroder, Richard M.
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Quantity Available: 1
Seller
BWB
(Valley Stream, NY, U.S.A.)
Rating
[?]

Book Description Book Condition: New. Depending on your location, this item may ship from the US or UK. Bookseller Inventory # 97800717181100000000

More Information About This Seller | Ask Bookseller a Question

Buy New
12.21
Convert Currency

Add to Basket

Shipping: FREE
From U.S.A. to United Kingdom
Destination, Rates & Speeds

2.

Schroder, Richard M.
Published by McGraw-Hill Education (2010)
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Quantity Available: > 20
Print on Demand
Seller
Books2Anywhere
(Fairford, GLOS, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education, 2010. PAP. Book Condition: New. New Book. Delivered from our UK warehouse in 3 to 5 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Bookseller Inventory # IQ-9780071718110

More Information About This Seller | Ask Bookseller a Question

Buy New
12.05
Convert Currency

Add to Basket

Shipping: 2.80
Within United Kingdom
Destination, Rates & Speeds

3.

Schroder, Richard M.
Published by McGraw-Hill Professional 2010-11-01 (2010)
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Quantity Available: 5
Seller
Chiron Media
(Wallingford, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Professional 2010-11-01, 2010. Book Condition: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. Bookseller Inventory # NU-ING-00005714

More Information About This Seller | Ask Bookseller a Question

Buy New
12.67
Convert Currency

Add to Basket

Shipping: 2.50
Within United Kingdom
Destination, Rates & Speeds

4.

Schroder, Richard M.
Published by McGraw-Hill Education - Europe, United States (2010)
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Paperback Quantity Available: 10
Print on Demand
Seller
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2010. Paperback. Book Condition: New. 226 x 152 mm. Language: English . Brand New Book ***** Print on Demand *****.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. Bookseller Inventory # APC9780071718110

More Information About This Seller | Ask Bookseller a Question

Buy New
15.94
Convert Currency

Add to Basket

Shipping: FREE
Within United Kingdom
Destination, Rates & Speeds

5.

Schroder, Richard M.
Published by McGraw-Hill Education - Europe, United States (2010)
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Paperback Quantity Available: 10
Print on Demand
Seller
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2010. Paperback. Book Condition: New. 226 x 152 mm. Language: English . Brand New Book ***** Print on Demand *****. 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. Bookseller Inventory # APC9780071718110

More Information About This Seller | Ask Bookseller a Question

Buy New
16.75
Convert Currency

Add to Basket

Shipping: FREE
Within United Kingdom
Destination, Rates & Speeds

6.

Schroder, Richard M.
Published by McGraw-Hill Education (2010)
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Quantity Available: > 20
Print on Demand
Seller
PBShop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2010. PAP. Book Condition: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Bookseller Inventory # IQ-9780071718110

More Information About This Seller | Ask Bookseller a Question

Buy New
12.01
Convert Currency

Add to Basket

Shipping: 7.89
From U.S.A. to United Kingdom
Destination, Rates & Speeds

7.

Schroder, Richard M.
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Paperback Quantity Available: > 20
Print on Demand
Seller
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. This item is printed on demand. Item doesn't include CD/DVD. Bookseller Inventory # 814123

More Information About This Seller | Ask Bookseller a Question

Buy New
12.29
Convert Currency

Add to Basket

Shipping: 10.37
From U.S.A. to United Kingdom
Destination, Rates & Speeds

8.

Schroder, Richard M.
Published by McGraw-Hill
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Paperback Quantity Available: 20
Seller
BuySomeBooks
(Las Vegas, NV, U.S.A.)
Rating
[?]

Book Description McGraw-Hill. Paperback. Book Condition: New. Paperback. 256 pages. Dimensions: 8.9in. x 6.0in. x 0.7in.Create a Tailor-Made Sales Strategy Using Lessons from the Field! When things dont 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 availablethe buyer. Youll 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 doesnt 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 WinLoss 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. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Bookseller Inventory # 9780071718110

More Information About This Seller | Ask Bookseller a Question

Buy New
13.95
Convert Currency

Add to Basket

Shipping: 10.76
From U.S.A. to United Kingdom
Destination, Rates & Speeds

9.

Schroder, Richard M.
Published by McGraw-Hill (2010)
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Paperback Quantity Available: 1
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2010. Paperback. Book Condition: New. 1. Bookseller Inventory # DADAX0071718117

More Information About This Seller | Ask Bookseller a Question

Buy New
16.76
Convert Currency

Add to Basket

Shipping: 11.63
From U.S.A. to United Kingdom
Destination, Rates & Speeds

10.

Schroder, Richard M.
Published by McGraw-Hill Education (2010)
ISBN 10: 0071718117 ISBN 13: 9780071718110
New Paperback Quantity Available: 10
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2010. Paperback. Book Condition: New. Bookseller Inventory # INGM9780071718110

More Information About This Seller | Ask Bookseller a Question

Buy New
17.70
Convert Currency

Add to Basket

Shipping: 11.63
From U.S.A. to United Kingdom
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book