{"product_id":"9780071718110-from-a-good-sales-call-to-a-gr","title":"From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best","description":"\u003cmeta content=\"text\/html; charset=utf-8\" http-equiv=\"Content-Type\"\u003e\u003cp\u003e\u003cspan\u003eThe first book to teach salespeople how to gather post-decision feedback from prospects, so they can diagnose and address their own individual areas for improvement during the sales process.\u003cbr\u003e\u003cp\u003e\u003cb\u003eCreate a Tailor-Made Sales Strategy Using Lessons from the Field!\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eWhen things don’t go well on a sales call, you probably ask yourself, “Why did I lose that sale?” . and then move on.\u003c\/p\u003e\n\u003cp\u003eBut the question remains: Why \u003ci\u003edid\u003c\/i\u003e you lose that sale? Learning the answer can mean the difference between landing and losing the next sale. \u003ci\u003eFrom a Good Sales Call to a Great Sales Call\u003c\/i\u003e 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:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eApproach postdecision prospects using best practices and proper etiquette\u003c\/li\u003e\n\u003cli\u003eDesign a comprehensive “debrief” questionnaire \u003c\/li\u003e\n\u003cli\u003eObtain more candid and accurate feedback from prospects \u003c\/li\u003e\n\u003cli\u003eIdentify important patterns in your techniques\u003c\/li\u003e\n\u003cli\u003eUse what works and improve what doesn’t to close more sales than ever\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eFilled with sample dialogs you can use with prospects, \u003ci\u003eFrom a Good Sales Call to a Great Sales Call\u003c\/i\u003e is neatly organized into eight easy-to-follow steps that take you through the whole process:\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eStep 1.\u003c\/b\u003e Discover the Benefits of Successfully Debriefing with Prospects\u003cbr\u003e\u003cb\u003eStep 2.\u003c\/b\u003e Understand the Postdecision Mind-Set of the Prospect\u003cbr\u003e \u003cb\u003eStep 3.\u003c\/b\u003e Recognize How Salespeople Can Inhibit the Feedback Process\u003cbr\u003e \u003cb\u003eStep 4.\u003c\/b\u003e Design a Prospect Debrief Questionnaire\u003cbr\u003e \u003cb\u003eStep 5.\u003c\/b\u003e Utilize Proven Interviewing Techniques for Conducting Debrief Calls\u003cbr\u003e \u003cb\u003eStep 6.\u003c\/b\u003e Identify and Analyze Your Win\/Loss Trends\u003cbr\u003e \u003cb\u003eStep 7.\u003c\/b\u003e Benchmark Your Feedback\u003cbr\u003e \u003cb\u003eStep 8.\u003c\/b\u003e Implement the Right Techniques to Increase Your Close Rate\u003c\/p\u003e \u003cp\u003eRefreshingly 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.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e","brand":"Rarewaves","offers":[{"title":"Default Title","offer_id":55979027300726,"sku":"9780071718110","price":15.9,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0092\/7504\/8033\/files\/stand_35540783_205c122b-c78f-4092-8a42-c2144ae7ca4b.jpg?v=1753948769","url":"https:\/\/www.rarewaves.com\/products\/9780071718110-from-a-good-sales-call-to-a-gr","provider":"Rarewaves.com","version":"1.0","type":"link"}