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" From a good sales call to a great sales call : "


Document Type : BL
Record Number : 962447
Doc. No : b716817
Main Entry : Schroder, Richard M.
Title & Author : From a good sales call to a great sales call : : close more by doing what you do best /\ Richard M. Schroder.
Publication Statement : New York :: McGraw-Hill,, ©2011.
Page. NO : 1 online resource (xxii, 218 pages) :: illustrations
ISBN : 0071742816
: : 9780071742818
: 0071718117
: 9780071718110
Notes : Includes index.
Contents : 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.
Abstract : Filled with sample dialogs you can use with prospects; this easy-to-follow guide teaches you how to assess your strengths and weaknesses based on information you can get from the most qualified source availablethe buyer. --
Subject : Sales personnel-- Training of.
Subject : Selling-- Study and teaching.
Subject : Selling.
Subject : BUSINESS ECONOMICS-- Distribution.
Subject : BUSINESS ECONOMICS-- Marketing-- General.
Subject : Sales personnel-- Training of.
Subject : Selling-- Study and teaching.
Subject : Selling.
Dewey Classification : ‭658.85‬
LC Classification : ‭HF5438.25‬‭.S337 2011eb‬
copyhttps://lib.clisel.com/site/catalogue/962447
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