Schroder, Richard M.

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

How do you know what went wrong (and what went right) on your last sales call? ASK YOUR PROSPECT"From a Good Sales Call to a Great Sales Call" teaches you how to identify and address your selling strengths and weaknesses by gathering accurate, meaningful feedback from your prospects. This comprehensive, powerful program leads to better sales techniques and increased close rates.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 Successfully Debriefing with Prospects Step 2. Understand the Postdecision Mind-Set of the Prospect Step 3. Recognize How Salespeople Can Inhibit theFeedback Process Step 4. Design a Prospect Debrief Questionnaire Step 5. Utilize Proven Interviewing Techniques forConducting Debrief Calls Step 6. Identify and Analyze Your Win/Loss Trends Step 7. Benchmark Your Feedback Step 8. Implement the Right Techniques to IncreaseYour Close Rate Refreshingly direct and right to the point, this system is based on 10 years of research and more than 10,000 sales prospect interviews-and it's been proven to get an 88% response rate from prospects. In short, it works.