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The Science of Sales Success: A Proven System for High-Profit, Repeatable Results - page 1
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Costell J.
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Table of Contents
Table of Contents
BackCover
The Science of Sales Success - A Proven System for High-Profit, Repeatable Results
Foreword
Introduction
Measuring Up
A Systematic Approach
Before Making Sales Calls
Change the Order to Get the Order
Creating High-Return Opportunities
Shattering Myths
The Building Blocks
Overview of Chapters
The Rewards
Eliminating the Tower of Babel Effect
It s Your Choice
Notes
Chapter 1: Measurability Matters
Strategy First, Tactics Second
Tactics Result in Unequal Motivation
Strategy
Customers, Selling Modes, and Measurability
It Takes Time
Sales Excellence Requires More Than Educated Guesses
Making the Sales Process Measurable
Decommoditize the Sale
Change the Rules
Selling Measurable Value Is Habit Forming
No Magic Wand
Summary
Chapter 2: Defining Value
Features
Describe Features Clearly
Benefits
Calculating the Value of Benefits
It Matters Who Receives the Benefits
Which Value Should You Use When Selling?
Unique Strengths (Let the Big Dogs Eat)
Deciding Whether a Feature Is a Unique Strength
What If Your Product Doesn t Have Any Unique Strengths?
The Power of Packaging Products Together
How Product Options Affect Your Selling Efforts
Feature Value Rating
Analogies
The Product Profile Sheet
It Only Takes One
Summary
Chapter 3: Receiving Value
Needs
Goals
Organizational Characteristics Affect Customers Goals
The Cost of Doing Nothing
Market Profile Sheets
Strength Through Knowledge
Summary
Chapter 4: Tests of Reasonableness
The End of Qualifying As You Know It
Motivate Customers to Share Information
Filters Must Measure Up
Customers Come in Three Flavors
Goal Motivation (Influencer)
Current Situation (Influencer)
Plans (Influencer)
Page #66
Complete, Start, Budget, and Decision Dates (Prerequisites)
Funding (Prerequisite)
Keys to Previous SuccessesFailures (Influencer)
Attainment Measurement (Prerequisite)
Why Guess?
Summary
Notes
Chapter 5: Every Question Counts
Business Questions, Not Product Statements, Demonstrate Expertise
Active Listening
Active Questioning
Beyond Fluff
The Power of the Four Types of Questions
Tuned In
Summary
1
2
3
Buy on amazon.com >>
Costell J.
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