From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best
From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best by Richard Schroder
Language: English | 2010 | ISBN: 0071718117 | 256 pages | PDF | 1,5 MB
Language: English | 2010 | ISBN: 0071718117 | 256 pages | PDF | 1,5 MB
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