When things don’t go well on a sales call, salespeople usually ask themselves, “Why did I lose that sale?” and then move on. But learning the answer can mean the difference between landing and losing the next sale. Richard Schroder is a recognized thought leader in win/loss analysis and sales training. Now in From a Good Sales Call to a Great Sales Call he teaches how to assess strengths and weaknesses based on information from the most qualified source available: the buyer. 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. (McGraw-Hill)
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