From a good sales call to a great sales call : close more by doing what you do best /
Schroder, Richard M.
New York ; London : McGraw-Hill,
c2011.
Includes index.
Recognizing the hidden opportunity to increase your close rate -- Discover the benefits of successfully debriefing with prospects -- Understand the postdecision mind-set of the prospect -- Recognize how salespeople can inhibit the feedback process -- Self diagnosing your sales effectiveness through postdecision debriefs with prospects -- Design a prospect debrief questionnaire -- Utilize proven interviewing techniques for conducting debrief calls -- Identify and analyze your win/loss trends -- Leveraging what you've learned -- Benchmark your feedback -- Implement the right techniques to increase your close rate.
Selling.
Selling
Sales personnel