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

ISBN: 0071718117

Author: Schroder, Richard

Condition: New

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 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 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 SuccessfullyDebriefing with ProspectsStep 2. Understand the Postdecision Mind-Set of the ProspectStep 3. Recognize How Salespeople Can Inhibit the Feedback ProcessStep 4. Design a Prospect Debrief QuestionnaireStep 5. Utilize Proven Interviewing Techniques for Conducting Debrief CallsStep 6. Identify and Analyze Your Win Loss TrendsStep 7. Benchmark Your FeedbackStep 8. Implement the Right Techniques to Increase Your Close RateRefreshingly 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.