The Rewards | The Science of Sales Success: A Proven System for High-Profit, Repeatable Results

You will increase productivity, exceed customer expectations, build long-term relationships, create golden referrals, motivate frustrated competitors to seek new career opportunities, own a cat-that-ate-the-canary smile, and earn a higher dollar W-2 to name a few benefits. You will also:

INCREASE YOUR KNOWLEDGE OF PRODUCTS AND SERVICES BY LEARNING HOW YOU:

Define value by how customers measure it.
Focus on your unique strengths and make them measurable.
Ensure you do not dilute your products' strengths.
"Create" new products and services with unique strengths.

INCREASE YOUR KNOWLEDGE OF YOUR CUSTOMERS BY LEARNING HOW YOU:

Segment and prioritize markets by how they value your unique strengths.
Help customers define and assign value to their goals.
Spark interest in your customers to pursue specific goals.
Determine customers' and your ability to achieve their goals.

IMPROVE COMMUNICATION SKILLS BY LEARNING HOW YOU:

Use active listening to encourage customers to provide detailed information.
Ask questions that make sense for customers to answer.
Make presentations that customers accept.
Ask questions that illustrate your customers' expertise.

IMPROVE ABILITY TO HANDLE UNEXPECTED BARRIERS BY LEARNING HOW YOU:

Prevent them from forming.
Handle them so customers remove them for you.
Dilute the adverse affects of obstacles that do not go away.

IMPROVE CLOSING RATE BY LEARNING HOW YOU:

Qualify solutions so you know customers accept them before you make your presentations.
Make the close nothing more than the logical conclusion to a series of previous customer commitments.

INCREASE PRODUCTIVITY (THE W-2 FACTOR) BY LEARNING HOW YOU:

Use a process that is structured enough to repeat success and avoid failures, yet flexible enough to accommodate different styles.
Qualify the business potential faster to determine whether your and your customer's investment of time, effort, and resources is worth the expected return; and figure out what would have to change if it is not.
Use the attainment of predetermined customers' agreements to measure and manage your progress.
Make every sale a reference for the next one, and build competitor-proof, long-term professional relationships.