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

Home >
Browse >
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

Authors: Richard M. Schroder

Published: September 2010

eISBN: 9780071742818 0071742816 | ISBN: 9780071718110

Contents

Foreword

Acknowledgments

Introduction

Part 1 Recognizing the Hidden Opportunity to Increase Your Close Rate

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

Part 2 Self-Diagnosing Your Sales Effectiveness Through Postdecision Debriefs with Prospects

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

Part 3 Leveraging what You’ve Learned

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

Index