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From a Good Sales Call to a Great Sales Call


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Table of Contents

Foreword by Stephan Schiffman

Step 1. Discover the Benefits of Successfully Debriefing with Prospects
Step 2. Understand the Postdecision Mind-Set of the Prospect
Step 3. Recognize how Sales People 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


APPENDIX A (For Sales Managers) Why You Should Implement a Win/Loss Program for Your Sales Team
APPENDIX B (For Sales Managers) How to Implement a Win/Loss Program

About the Author

Richard M. Schroder is President of Anova Consulting Group, a market research and consulting firm. He is a sought-after speaker and a recognized thought leader in win/loss analysis and sales training. He lives in Chestnut Hill, MA.

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