Richard M. Schroder, "From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best"
2010 | pages: 241 | ISBN: 0071718117 | PDF | 3,4 mb
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 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 information you can get from the most qualified source available—the buyer. You’ll learn how to:
Approach postdecision prospects using best practices and proper etiquette
Design a comprehensive “debrief” questionnaire
Obtain more candid and accurate feedback from prospects
Identify important patterns in your techniques
Use what works and improve what doesn’t to close more sales than ever
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