From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best Ebook

Close More by Doing What You Do Best: Close More by Doing What You Do Best

Publication: McGraw-Hill Education
Is my Device Supported?

You're about to purchase a Downloadable Ebook

Hi, sorry for the interruption!
We're repeating some important information here to ensure that you're making an informed purchase. Please review it.

  • Don't get caught unaware. Preview ebook and open the sample ebook on each of your intended devices before continuing.
  • You will need a Free 3rd-party application that can read the intermediate .acsm file you will receive as download. PDF/Epub format is downloaded automatically by the application thereafter. Please install the necessary software first on your intended device of use.
  • - Printing is not permitted.
    - You cannot copy text from file.
  • Refund Policy
    Refunds are not allowed after the ebook is opened so please open the ebook directly on your intended device. Refund requests should be recieved within 7 days after download is made available. Of course, if you get an incorrect ebook ( different from what is mentioned in the title) or if the ebook doesn't open on the initial device, then we'll assist with fixing the issue or get you a refund if a timely fix isn't available.
  • Customer Service
    We currently only provide ticket (online form submission) or email support. Rest assured that you're in good hands; customers like our professional service!
I have previewed the ebook and read the requirements and terms.

Language: English
Publication Date: October 2010
File Size: 2988 Kbytes

Restrictions set by Publisher:
- Text-to-speech feature not available.
- Printing is not permitted.
- You cannot copy text from file.
- Free application Adobe Digital Editions, Aldiko reader, or Bluefire reader required .
$20.90 $24.00
( 12.92% savings )

Great Prices, Always!
Change Region
ISBN: 9780071742818   Should I buy this Ebook?   Write a Review


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.


The Solution Selling Fieldbook ebook cover
Save 19.4%
Marketing Express: Marketing 04.01 ebook cover
Save 23.33%
Complexity and Paradox: Strategy 03.06 ebook cover
Save 23.33%
Channel Management: Marketing 04.07 ebook cover
Save 23.33%
Sales Promotion: Marketing 04.06 ebook cover
Save 23.33%
Empowerment: Leading 08.10 ebook cover
Save 23.33%

Should you buy this Ebook?

We've put together a collection of resources to help you make a decision regarding whether you should buy this Ebook from us.

  1. Is your device one of these? Ebook reading software will work on the following devices: Windows, Mac, Android 2.2+ Devices, IPad (iOS 3+), IPhone (iOS 3+), Kindle Fire. Several other devices are also supported by the software.
  2. Compare prices. Our price is $20.90. If you would like to research our competitors to see their prices. Here're some places to look:
  3. Why should you buy Ebooks from

    We've had 1000s of downloads so far and with over 300000+ Ebooks to choose from, is becoming a favorite Ebook Store for many. Allow us to win you over with our competitive pricing, upfront policies and diligent customer service.

    We're Upfront:

    • Every Ebook page on has information on restrictions that publishers have placed on the Ebook along with a clear indication of software required to read the Ebooks.
    • If ratings for an Ebook are available from one of several sources online, then we've attempted to get those to help you make a better purchasing decision about the Ebook. Reviews from Goodreads (a popular reviews site) are provided on the same if they're available.
    • In most cases, we've also attempted to get you links to the Ebook on our competitor's site so that you can compare prices with relative ease.
    • We use McAfee to scan for any vulnerabilities in the system to ensure that any information that you give us does not fall into the wrong hands.
    • We use Paypal, a trusted 3rd party payment provider to accept Payments -- your payment information doen't reside with us. Any information that does end up with us is safe.

After installing the appropriate app for your device, try a Sample Download (Sherlock Holmes from Project Gutenberg) before purchase. The sample is only for checking device compatibility.

Check below for device compatibility and any free 3rd-party software requirements. Choice of what ebook reading app to use is yours, we only present a few common apps that several customers of ours have preferred. You should be able to transfer your purchase to more than one (upto 6) compatible devices as long as your ebook-reading apps have been registered with the same Adobe ID before opening the file.


Windows/Mac PC or Laptop

Free app Adobe Digital Editions required. Note that this software is not the same as Adobe Reader.


Android 2.1+

Free app Aldiko Reader or Bluefire Reader required.

Kindle Fire (and any Android based Kindle models)

Free Kindle Android app Bluefire Reader required.


IPad or IPhone

Free app Bluefire Reader required. Kindly review their tutorial for the requirement (note that while they're talking about library ebooks, same applies to your purchased .acsm file) -- feel free to use the sample download for testing. Tutorial .

Other E-Reader

Several Other devices supported

Devices like Nook are supported via the free application Adobe Digital Editions . This software is not the same as Adobe Reader. Please check compatibility of your device before purchase.

From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best