Overview of Chapters

• Chapter 1—Measurability Matters. Explains and demonstrates how to make key aspects of selling measurable so your productivity explodes.

• Chapter 2—Defining Value. Explains and demonstrates how to make your products and services generate value.

• Chapter 3—Receiving Value. Explains and demonstrates how customers determine the value they receive from achieving their goals.

• Chapter 4—Tests of Reasonableness. Explains and demonstrates how nine preexisting factors determine if customers or you can achieve their goals.

• Chapter 5—Every Question Counts. Explains and demonstrates how to use listening and questioning skills to encourage customers to provide measurable answers.

• Chapter 6—Leave the Brochures Behind. Explains and demonstrates how to make sales calls that measure your potential to outvalue competitors—without mentioning specific products or services.

• Chapter 7—Every Reason to Say Yes. Explains and demonstrates how to create proposals that vividly connect to customers' goals.

• Chapter 8—When the World Isn't Perfect. Explains and demonstrates how to handle customers' concerns by determining how they affect their goals.

• Chapter 9—Using MeasureMax Your Way. Explains and demonstrates how you use this unique selling system to fit your sales opportunities.

• Glossary. Lists the terms used throughout the book.

• Bibliography. Lists further resources.

Note

No quick fixes or "learn how to sell smart in sixty minutes" schemes exist when it comes to high-value sales and high-level decision making. In The Science of Sales Success, details replace anecdotes; logic replaces war stories. Understand its key points because each chapter builds on the previous one. Everything connects and continues to become clearer the further along you read, Scout's honor.