The 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.
The 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.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
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.
Inhaltsangabe
Foreword by Stephan Schiffman Preface Acknowledgments 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 Conclusion 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
Foreword by Stephan Schiffman Preface Acknowledgments 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 Conclusion 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
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