From a good sales call to a great sales call
Subtitle: close more by doing what you do best
By: Richard M. Schroder
Publisher: McGraw-Hill
Published: 2011
Place of publication: New York
Language: eng
Number of pages: 218
ISBN-13: 9780071718110
Subjects: Training of; Selling; Study and teaching; Sales personnel
Notes: Includes index.
Table of contents: title: Recognizing the hidden opportunity to increase your close rate; title: Discover the benefits of successfully debriefing with prospects; title: Understand the postdecision mind-set of the prospect; title: Recognize how salespeople can inhibit the feedback process; title: Self diagnosing your sales effectiveness through postdecision debriefs with prospects; title: Design a prospect debrief questionnaire; title: Utilize proven interviewing techniques for conducting debrief calls; title: Identify and analyze your win/loss trends; title: Leveraging what you've learned; title: Benchmark your feedback; title: Implement the right techniques to increase your close rate.