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

    By: Richard M. Schroder

    RRP: $32.99
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    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 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

    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 the Feedback Process

    Step 4. Design a Prospect Debrief Questionnaire

    Step 5. Utilize Proven Interviewing Techniques for Conducting Debrief Calls

    Step 6. Identify and Analyze Your Win/Loss Trends

    Step 7. Benchmark Your Feedback

    Step 8. Implement the Right Techniques to Increase Your Close Rate

    Refreshingly direct and right to the point, this system is based on 12 years of research and thousands of sales prospect interviews. This comprehensive, powerful program leads to better sales techniques and increased close rates. In short, it works.

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