Measurable Phase Change 4: Agreement Confirmed


This last phase ends with the final Measurable Phase Change— MPC 4: Agreement Confirmed. Customers confirm they will proceed with your proposals and issue formal commitments.

Steven now completes his sale and receives the order. While it would make a great sequel, there are no cliffhangers today with the audience wondering whether Steven Smartsell received the order. What would your commission be on a $1,080,000, high-profit, value-driven sale? You find out when you make value measurable.

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Case Study

Steven confidently asks Olivia if she is ready to start this program to reduce her downtime by 50 percent. Once she confirms that she is, Steven reinforces how her decision pays for itself many times over. He then discusses the logistics and deadlines. He also gets the necessary documents signed or purchase orders issued.

Note

Steven would then schedule a follow-up visit to confirm that his solution satisfied Olivia's conditional commitment. He focuses on the systems of evaluation Olivia used to calculate the measurable benefits of her goals. Documented successes make the best references—and ensure that if Olivia leaves, her replacement knows the measurable value Steven has provided Positron.

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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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