From A Good Sales Call To A Great Sales Call Close More By Doing What You Do Best
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From A Good Sales Call To A Great Sales Call Close More By Doing What You Do Best
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Author : Richard M. Schroder
language : en
Publisher: McGraw Hill Professional
Release Date : 2010-10-22
From A Good Sales Call To A Great Sales Call Close More By Doing What You Do Best written by Richard M. Schroder and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-10-22 with Business & Economics categories.
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.
From A Good Sales Call To A Great Sales Call Close More By Doing What You Do Best
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Author : Richard M. Schroder
language : en
Publisher: Mcgraw-hill
Release Date : 2010-09-16
From A Good Sales Call To A Great Sales Call Close More By Doing What You Do Best written by Richard M. Schroder and has been published by Mcgraw-hill this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-09-16 with Business & Economics categories.
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.
One Call Closing
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Author : Claude Whitacre
language : en
Publisher: CreateSpace
Release Date : 2013-12
One Call Closing written by Claude Whitacre and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-12 with Business & Economics categories.
The Ultimate Solution To Stop The Unending Follow Up Cycle Once And For All! Imagine Closing 80-90% Of Your Prospects On Your First Call... Without Call Backs Or Having To Negotiate Price. One Call Closing Reveals How To Do This. Have you ever had a prospect give you any of these objections? "I want to think about it" "I need to talk to my lawyer/brother/spouse before I go ahead with this" "I can't afford it" "I can buy it cheaper at (your nasty competitor)" "We always sleep on it before we decide" Are you tired of talking to prospects that won't ever buy, and string you along? Does It make you sick to tell your loved ones "It's a number's game, I'll get the next one"? That all ends now. Start Increasing You Sales by 200-500% The Insider's Guide To Closing Sales: Secrets Your Sales Manager Will Never Tell You And Probably Doesn't Know. You have been lied to by Sales Trainers and Sales Gurus. Stop listening to Sales Trainers that only close sales in their dreams. Stop reading sales books by authors who have never made a sale. Inside you'll discover: The closing myths sales trainers tell you that are hurting your sales How to prepare the customer to buy, even before they see you. The best way to discuss price, and when to bring it up. What not to tell prospects, that will guarantee they won't buy. You're doing it now. How to handle competition, and make it irrelevant When to answer objections. It's not what you've been taught. All the questions you need to ask for the customer to close themselves. And yes..... The Single Most Profitable Answer To Any Buying Objection You Will Hear.. Every method in the book is proven in the field. Everything taught has been used successfully in thousands of sales presentations. Everything you read here works. Most sales books are like digging a ton of dirt for a few nuggets of gold. If you seriously want to increase your sales, and make closing in one call a habit...You have just hit the Motherload. "The Only Thing You Won't Be Able To Close...Is This Book"
The Psychology Of Call Reluctance
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Author : George W. Dudley
language : en
Publisher: Behavioral Sciences Research Press
Release Date : 1986
The Psychology Of Call Reluctance written by George W. Dudley and has been published by Behavioral Sciences Research Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with Business & Economics categories.
The Lost Art Of Closing
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Author : Anthony Iannarino
language : en
Publisher: Penguin
Release Date : 2017-08-08
The Lost Art Of Closing written by Anthony Iannarino and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-08-08 with Business & Economics categories.
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Hospitality Sales And Marketing
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Author : Howard Feiertag
language : en
Publisher: CRC Press
Release Date : 2019-08-15
Hospitality Sales And Marketing written by Howard Feiertag and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-15 with Business & Economics categories.
Grouped by general topic, this collection of the best "Sales Clinic" columns in Hotel Management written by Howard Feiertag over the course of 35 years provides an abundance of juicy nuggets of tips, tactics, and techniques for professionals and newbies alike in the hospitality sales field. Readers will take a journey down the road of the development of hospitality sales from the pre-technology era (when knowing how to use a typewriter was a must) to today’s reliance on digital technology, rediscovering that many of the old techniques that are still applicable today.
The Best Distribution Sales Book Ever
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Author :
language : en
Publisher: Natl Assn Wholesale-Distr
Release Date :
The Best Distribution Sales Book Ever written by and has been published by Natl Assn Wholesale-Distr this book supported file pdf, txt, epub, kindle and other format this book has been release on with categories.
The Art Of Closing The Sale
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Author : Brian Tracy
language : en
Publisher: HarperCollins Leadership
Release Date : 2007-05-20
The Art Of Closing The Sale written by Brian Tracy and has been published by HarperCollins Leadership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-05-20 with Business & Economics categories.
Do you want to learn the keys to sales success? Confidence and self-esteem are just a few factors that separates successful salespeople from unsuccessful ones. Let Brian Tracy help you master the art of closing the deal. As one of the top salespeople in the world, Brian Tracy knows the ability to close the sale is the key skill required by all top sales professionals. Fortunately, closing the sale is a skill that can be learned by practicing the closing skills of the highest paid sales leaders in every business. When salespeople follow a proven, step-by-step process, they can get more orders, faster and quicker than before. Through this comprehensive program, Tracy shares more than 50 practical, daily techniques for increasing your confidence in your sales abilities and boosting sales profits. In The Art of Closing the Sale, you will learn: The two major "motivating" factors in closing a sale The three "hot buttons" to push when selling to businesses How to avoid the five simple errors that spell the difference between success and near-success No matter how eloquent or passionate a salesperson you may be, no matter how friendly your smile or likable your personality, if you can't close the sale, your efforts yield nothing. The Art of Closing the Sale teaches skills that anyone can use to transform the sales process into a consistent win. This book is an absolute must-read for every sales professional seeking to boost their career and create a successful future.
Speak Better English Earn More Money Business Sales Marketing English For The Foreign Born
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Author : Howard B. Rutstein
language : en
Publisher: Lulu.com
Release Date : 2010
Speak Better English Earn More Money Business Sales Marketing English For The Foreign Born written by Howard B. Rutstein and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with categories.
You Can Always Sell More
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Author : Jim Pancero
language : en
Publisher: John Wiley & Sons
Release Date : 2006-04-20
You Can Always Sell More written by Jim Pancero and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-04-20 with Business & Economics categories.
The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.