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Introduction
Exhibit I-1: Connecting all the pieces in selling.
Exhibit I-2: Comparing traditional selling to the MeasureMax selling system.
Exhibit I-3: Comparing traditional selling to the MeasureMax selling system.
Exhibit I-4: The five viewpoints of the MeasureMax selling system.
Exhibit I-5: The four phases of MeasureMax. (Note— MP stands for Measurable Phases, while MPC stands for Measurable Phase Changes.)
Chapter 1: Measurability Matters
Exhibit 1-1: Column 2 makes value measurable.
Exhibit 1-2: Using Column 2 to win over competitors' customers.
Exhibit 1-3: It's all about time.
Exhibit 1-4: Measurability shrinks time.
Exhibit 1-5: Prevent wasted effort.
Exhibit 1-6: The four selling phases of MeasureMax.
Chapter 2: Defining Value
Exhibit 2-1: Column 1 vs. Column 2 values.
Exhibit 2-2: Features, benefits, and value type.
Exhibit 2-3: Features, benefits, and value type.
Exhibit 2-4: Know the focus of the value.
Exhibit 2-5: Product profile sheet example.
Exhibit 2-6: Product profile sheet example.
Chapter 3: Receiving Value
Exhibit 3-1: Examples of general corporate categories and specific customer goals.
Exhibit 3-2: SOEs must reflect the attainment of customers' goals.
Exhibit 3-3: SOEs calculate value differently.
Exhibit 3-4: Everyday examples of SOEs.
Exhibit 3-5: Use SOEs to make customer's goals measurable.
Exhibit 3-6: Market profile sheet for Positron.
Chapter 4: Tests of Reasonableness
Exhibit 4-1: Filters are like sieves.
Exhibit 4-2: Customers are positive, negative, or neutral.
Chapter 5: Every Question Counts
Exhibit 5-1: Become a customer expert.
Exhibit 5-2: You choose where your questions lead you.
Exhibit 5-3: Verify customers' responses.
Chapter 6: Leave the Brochures Behind
Exhibit 6-1: The four selling steps.
Exhibit 6-2: MP 1— Spark Interest.
Exhibit 6-3: Spark interest statement template.
Exhibit 6-4: Sample e-mail agenda.
Exhibit 6-5: MP 2— Measure Potential.
Exhibit 6-6: Your questions should reference customers' goals.
Exhibit 6-7: Call-back questions.
Exhibit 6-8: Quick-entry sales management sheet.
Exhibit 6-9: Market profile sheet.
Exhibit 6-10: Front page of
Q
sheet.
Exhibit 6-11: Back page of
Q
sheet.
Chapter 7: Every Reason to Say Yes
Exhibit 7-1: MP 3— Cement Solution (before presentation).
Exhibit 7-2: Connecting value sheet.
Exhibit 7-3: Pushed-through vs. pulled-through test.
Exhibit 7-4: MP 3— Cement Solution (at presentation).
Exhibit 7-5: Connecting goals, benefits, features.
Exhibit 7-6: PowerPoint presentation.
Exhibit 7-7: Scope of work cover letter.
Exhibit 7-8: Scope of work checklist.
Exhibit 7-9: MP 4— Implement Agreement.
Exhibit 7-10: Connecting value sheet.
Exhibit 7-11: The four phases of the MeasureMax selling system.
Chapter 8: When the World Isn't Perfect
Exhibit 8-1: Basic steps for handling hinges.
Exhibit 8-2: Overview of the four steps.
Exhibit 8-3: Pulse check scenario.
Exhibit 8-4: Iceberg ahead scenario.
Exhibit 8-5: Gutter ball scenario.
Exhibit 8-6: Rip-off scenario.
Exhibit 8-7: Type I— Pulse check.
Exhibit 8-8: How to handle the pulse check hinge.
Exhibit 8-9: Type II— Iceberg ahead.
Exhibit 8-10: How to handle the iceberg ahead hinge.
Exhibit 8-11: Type III— Gutter ball.
Exhibit 8-12: How to handle the gutter ball hinge.
Exhibit 8-13: Type IV— Rip-off.
Exhibit 8-14: How to handle the rip-off hinge.
Chapter 9: Using MeasureMax Your Way
Exhibit 9-1: Product profile sheet.
Exhibit 9-2: Competitor's product profile sheet.
Exhibit 9-3: Market profile sheet.
Exhibit 9-4: Front page of
Q
sheet.
Exhibit 9-5: Back page of
Q
sheet.
Exhibit 9-6: Connecting value sheet.
Exhibit 9-7: Passing the pulled-through test.
Exhibit 9-8: The right balance for sales calls.
Exhibit 9-9: Example of a monthly sales call planner.
Exhibit 9-10: Setting limits to improve productivity.
Exhibit 9-11: Manageable quote limit.
Exhibit 9-12: The productivity equation.
Exhibit 9-13: Using the productivity equation as your personal benchmark.
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The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors:
Josh Costell
BUY ON AMAZON
Project Management JumpStart
Initiating the Project
Breaking Down the Project Activities
Closing the Books
Appendix A Answers to Review Questions
Appendix C Sample Project Management Checklists
Beginning Cryptography with Java
The JCA and the JCE
Symmetric Key Cryptography
Asymmetric Key Cryptography
Distinguished Names and Certificates
SSL and TLS
The Lean Six Sigma Pocket Toolbook. A Quick Reference Guide to Nearly 100 Tools for Improving Process Quality, Speed, and Complexity
Using DMAIC to Improve Speed, Quality, and Cost
Value Stream Mapping and Process Flow Tools
Voice of the Customer (VOC)
Data Collection
Identifying and Verifying Causes
Java All-In-One Desk Reference For Dummies
Making Your Own Classes
Using Regular Expressions
Creating Applets
Using File Streams
Fun with Fonts and Colors
Python Programming for the Absolute Beginner, 3rd Edition
Forking Processes
Transferring Files over the Net
Submitting PyErrata Reports
Enter Python
Appendix A Recent Python Changes
Digital Character Animation 3 (No. 3)
Conclusion
Understanding Motion
Chapter Five. Creating Strong Poses
Beyond Walking
Conclusion
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