Summary


  • Increase the quality, not only the quantity, of your sales calls; make fewer calls to get more orders, not visa versa.

  • Use the following five steps to set MeasureMax in motion:

    1. Create Product Profile sheets on a pay-as-you-go basis.

    2. Create Market Profile sheets the same way.

    3. Use Quick-Entry Sales Management (Q) sheets.

    4. Use Connecting Value sheets.

    5. Use the Pulled-Through test.

  • Q sheets are the most important documents in the sales process. Use them instead of loose-leaf paper. They guide you through every step of the sales process by providing you with measurable feedback. Regardless of what sales methods you use, Q sheets are your report cards on how effectively they work.

  • A quick way to keep your results consistent is to see how many of your sales calls fall within the four MPs. MP 1: Spark Interest and MP 2: Measure Potential are the planting seeds portion; MP 3: Cement Solution is the watering crops portion; and MP 4: Implement Agreement is the harvesting crops portion.

  • A quote inventory limits you to a specific number of manageable MP 3: Cement Solution proposals. If you bring in a new one, remove the oldest.

  • Placing a maximum limit of sales calls to obtain MPCs helps you to invest your time wisely and pursue better opportunities if necessary.

  • The productivity equation assigns numerical values to your skills and progress over time so that you influence, not just judge, performance.

  • Use measurable competitive analysis to determine whether you receive higher gross margins for providing more value than competitors.

  • Use account management to protect and grow your existing base of positive customers. Use measurable value to make relationships stronger both professionally and personally.

  • Market development converts neutral or negative customers into positive ones.

  • Always view a sales opportunity as value driven, not price driven, to change your mind-set and increase your productivity and profitability.




The Science of Sales Success(c) A Proven System for High Profit, Repeatable Results
The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors: Josh Costell

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